You've got agreement: Negoti@ting via email
Creighton Authors
Ebner, Noam
Ebner, Noam
Admin. Units
School of Law; Werner Institute for Negotiation and Dispute Resolution
School of Law; Werner Institute for Negotiation and Dispute Resolution
Subjects
Negotiation--Study and teaching; Electronic mail messages
Negotiation--Study and teaching; Electronic mail messages
Title
You've got agreement: Negoti@ting via email
You've got agreement: Negoti@ting via email
Authors
Ebner, Noam; Bhappu, Anita D.; Brown, Jennifer Gerarda; Kovach, Kimberlee K.; Schneider, Andrea Kupfer
Ebner, Noam; Bhappu, Anita D.; Brown, Jennifer Gerarda; Kovach, Kimberlee K.; Schneider, Andrea Kupfer
Book
Rethinking Negotiation Teaching: Innovations for Context and Culture.
Rethinking Negotiation Teaching: Innovations for Context and Culture.
Editors
Coben, James; De Palo, Giuseppe; Honeyman, Christopher
Coben, James; De Palo, Giuseppe; Honeyman, Christopher
Publisher
DRI Press: Saint Paul, MN
DRI Press: Saint Paul, MN
Pages
89-114
89-114
Date
2009
2009
Metadata
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Other Link(s)
Library Catalog SSRN
Library Catalog SSRN
Citation
Noam Ebner, Anita D. Bhappu, Jennifer Gerarda Brown, Kimberlee K. Kovach & Andrea Kupfer Schneider, You've Got Agreement: Negoti@ting via Email, in Rethinking Negotiation Teaching: Innovations for Context and Culture 89 (Christopher Honeyman, James Coben & Giuseppe De Palo eds., 2009), reprinted in The Secrets of Gaining the Upper Hand in High Performance Negotiations 81 (Manon Schonewille & Felix Merks eds., 2011).
Noam Ebner, Anita D. Bhappu, Jennifer Gerarda Brown, Kimberlee K. Kovach & Andrea Kupfer Schneider, You've Got Agreement: Negoti@ting via Email, in Rethinking Negotiation Teaching: Innovations for Context and Culture 89 (Christopher Honeyman, James Coben & Giuseppe De Palo eds., 2009), reprinted in The Secrets of Gaining the Upper Hand in High Performance Negotiations 81 (Manon Schonewille & Felix Merks eds., 2011).
Abstract
Astonishing amounts of negotiation are now conducted by e-mail - often with scant regard for underlying strategy, or even common courtesy. The authors unpack why this happens, and propose methods that will better prepare students for the realities of future business.