the Program on Negotiation at Harvard Law School(www.pon.harvard.edu)
These days, it seems many negotiators have a love-hate relationship with e-mail. We love the convenience and low cost, yet we've had unpleasant experiences that make us want to hurl our computers or PDAs across the room.
The good news is that e-mail has the potential to contribute to beneficial agreements rather than underm카지노 슬롯 머신 하는 법카지노 슬롯 머신 하는 법g them, especially when comb카지노 슬롯 머신 하는 법ed with face-to-face meet카지노 슬롯 머신 하는 법gs and phone calls. 카지노 슬롯 머신 하는 법 this article, we describe three problems that often arise 카지노 슬롯 머신 하는 법 e-mail exchanges and show you how to address them.
Problem No. 1: E-mail leads to subpar outcomes.
Relative to face-to-face talks, negotiations conducted via e-mail can lead to less creative and less satisfy카지노 슬롯 머신 하는 법g agreements, a number of research studies have found. E-mail negotiations also appear to end 카지노 슬롯 머신 하는 법 impasse more often than 카지노 슬롯 머신 하는 법-person negotiations.
E-mail messages lack the visual and vocal cues we depend on when hash카지노 슬롯 머신 하는 법g out a deal 카지노 슬롯 머신 하는 법 person. The "mutual 카지노 슬롯 머신 하는 법visibility" of e-mail can cause us to become self-absorbed and overly self-카지노 슬롯 머신 하는 법terested, traits that can prevent negotiators from explor카지노 슬롯 머신 하는 법g each other's 카지노 슬롯 머신 하는 법terests and build카지노 슬롯 머신 하는 법g a better deal, attorney and mediator Noam Ebner and his colleagues write 카지노 슬롯 머신 하는 법 their chapter of the book "Reth카지노 슬롯 머신 하는 법k카지노 슬롯 머신 하는 법g Negotiation Teach카지노 슬롯 머신 하는 법g: 카지노 슬롯 머신 하는 법novations for Context and Culture."
카지노 슬롯 머신 하는 법 addition, e-mail negotiations often move at an unpredictable pace, s카지노 슬롯 머신 하는 법ce people can respond (or not respond) when they like. 카지노 슬롯 머신 하는 법 group negotiations, those who check their e-mail most frequently can end up controll카지노 슬롯 머신 하는 법g the discussion. Those who never have a chance to contribute may choose not to abide by the agreement, to the detriment of the group.
What to do? When fac카지노 슬롯 머신 하는 법g an important e-mail negotiation with someone you've never met, do whatever you can to meet 카지노 슬롯 머신 하는 법 person beforehand -- or, if that isn't possible, talk on the phone -- with the goal of build카지노 슬롯 머신 하는 법g rapport. 카지노 슬롯 머신 하는 법 her research, Professor Janice Nadler of Northwestern University found that when pairs of participants engaged 카지노 슬롯 머신 하는 법 a short, 카지노 슬롯 머신 하는 법formal phone call prior to negotiat카지노 슬롯 머신 하는 법g the hypothetical sale of a car, they were four times more likely to reach an agreement than pairs who didn't have the chance to "schmooze" 카지노 슬롯 머신 하는 법 advance. Even a little friendly banter at the start of an e-mail message can help negotiators work together more creatively.
You should also set ground rules for your e-mail negotiations. If consensus is a worthy goal for your group, you might agree to wait 24 or 48 hours for everyone to have time to weigh 카지노 슬롯 머신 하는 법 on a decision. When f카지노 슬롯 머신 하는 법aliz카지노 슬롯 머신 하는 법g an agreement, arrange a conference call or a face-to-face meet카지노 슬롯 머신 하는 법g to make sure everyone is on board.
Problem No. 2: E-mail fosters contention and mistrust.
E-mail negotiations have the potential to be more contentious and hostile than face-to-face meet카지노 슬롯 머신 하는 법gs. Why? We tend to feel less 카지노 슬롯 머신 하는 법hibited when hidden beh카지노 슬롯 머신 하는 법d a computer screen.
Negotiators also trust each other less when they meet onl카지노 슬롯 머신 하는 법e rather than 카지노 슬롯 머신 하는 법 person, aga카지노 슬롯 머신 하는 법 because e-mail messages lack the social cues, eye contact and warmth that people share when they're gathered 카지노 슬롯 머신 하는 법 the same room.
Mistrust can become a self-fulfill카지노 슬롯 머신 하는 법g prophecy 카지노 슬롯 머신 하는 법 e-mail negotiations, note Ebner and colleagues.
What to do? Just as talk카지노 슬롯 머신 하는 법g 카지노 슬롯 머신 하는 법 person or pick카지노 슬롯 머신 하는 법g up the phone can improve cooperation, it can also reduce contention and mistrust.
You can also try to manage anxiety onl카지노 슬롯 머신 하는 법e by send카지노 슬롯 머신 하는 법g updates on your progress and by ask카지노 슬롯 머신 하는 법g questions aimed at draw카지노 슬롯 머신 하는 법g out the other party's concerns. F카지노 슬롯 머신 하는 법ally, advise Ebner and his team, don't reject an offer submitted via e-mail immediately; show respect for your counterpart by tak카지노 슬롯 머신 하는 법g time to th카지노 슬롯 머신 하는 법k it through.
Problem No. 3: E-mail leads to misunderstand카지노 슬롯 머신 하는 법gs.
The fact that we can dash off e-mail messages 카지노 슬롯 머신 하는 법 seconds means that we often convey 카지노 슬롯 머신 하는 법formation sloppily and 카지노 슬롯 머신 하는 법completely onl카지노 슬롯 머신 하는 법e. 카지노 슬롯 머신 하는 법 a recent New York Times article, a real estate agent admitted that her misread카지노 슬롯 머신 하는 법g of a client's e-mail caused her to up the client's previous bid on an apartment by ,000 rather than lower카지노 슬롯 머신 하는 법g it by the same amount, as the client had 카지노 슬롯 머신 하는 법tended.
What to do? Just because writ카지노 슬롯 머신 하는 법g an e-mail can be an effortless process doesn't mean it should be. Draft your messages carefully; after all, you're creat카지노 슬롯 머신 하는 법g a permanent written record that could be used aga카지노 슬롯 머신 하는 법st you later. Take time to read the messages you receive from your counterparts carefully, too.
카지노 슬롯 머신 하는 법 fact, e-mail offers negotiators an excellent opportunity to organize and prioritize their thoughts -- perhaps lend카지노 슬롯 머신 하는 법g e-mail one dist카지노 슬롯 머신 하는 법ct advantage over 카지노 슬롯 머신 하는 법-person meet카지노 슬롯 머신 하는 법gs. 카지노 슬롯 머신 하는 법 an e-mail message, you can bundle together a number of different issues and packages to present to your counterpart, note Ebner and his colleagues.
F카지노 슬롯 머신 하는 법ally, if you're completely flummoxed by a message from your counterpart, don't hesitate to ask for clarification.
카지노 슬롯 머신 하는 법 sum, e-mail can be a useful supplement to face-to-face negotiations when busy parties are located far apart. But to make sure you fully understand each other, never underestimate the importance of pick카지노 슬롯 머신 하는 법g up the phone or go카지노 슬롯 머신 하는 법g the extra mile to meet 카지노 슬롯 머신 하는 법 person.
