e-Negotiations

"e-Negotiations" explores the evolving landscape of negotiation skills, particularly in the context of cross-cultural interactions. Traditionally, negotiation techniques have been taught with a focus on face-to-face interactions, accompanied by foundational theories. However, with the rise of globalization and advancements in telecommunications, the authors Nicholas Harkiolakis and his co-authors emphasize the necessity for modern professionals to adapt to new methods of negotiation that often occur through digital platforms.

The book presents various case studies that illustrate how negotiations can be effectively managed through contemporary channels of social influence and information sharing. It highlights the challenges faced by young professionals entering the business world today, where negotiations frequently involve faceless participants communicating via electronic devices. The authors draw attention to the significance of understanding the dynamics of e-negotiation, contrasting it with traditional methods to provide a comprehensive view of the negotiation process in a digital age.

In addition to theoretical insights, "e-Negotiations" includes practical exercises aimed at helping students and professionals refine their skills in this new environment. By shedding light on the social, cognitive, and behavioral aspects of online negotiations, the book serves as a valuable resource for anyone looking to navigate the complexities of cross-cultural bargaining and conflict resolution in an increasingly digital world.