{"id":5044,"date":"2009-05-06T08:53:19","date_gmt":"2009-05-06T13:53:19","guid":{"rendered":"http:\/\/law.marquette.edu\/facultyblog\/?p=5044"},"modified":"2009-05-06T08:53:19","modified_gmt":"2009-05-06T13:53:19","slug":"you%e2%80%99ve-got-greement%e2%80%93email-negotiation-advice","status":"publish","type":"post","link":"https:\/\/law.marquette.edu\/facultyblog\/2009\/05\/you%e2%80%99ve-got-greement%e2%80%93email-negotiation-advice\/","title":{"rendered":"You\u2019ve Got @greement\u2013Email Negotiation Advice"},"content":{"rendered":"

This past semester, my students participated in an email negotiation with students from Hastings\u00a0and Boalt\u00a0law schools which\u00a0turned out to be quite interesting for them and for me reading their journals afterwards.\u00a0 It is always lovely to write an article — it’s even nicer to see that what you write might actually be happening in reality as well!\u00a0 In a chapter <\/a>entitled\u00a0You’ve Got Agreement: Negoti@ting via Email\u00a0<\/em>in\u00a0the recently\u00a0published\u00a0book\u00a0Rethinking Negotiation Teaching, <\/em>\u00a0Noam Ebner and others (including me)\u00a0review some of the advantages and disadvantages to email negotiation, many of which were experienced by my students.<\/p>\n

The difference in the type of media meant that students really needed to engage in conscious “shmoozing” to build rapport.\u00a0 We discovered\u00a0that one Hastings student was actually a Marquette alum — building instant rapport — while other overly brusque email exchanges did not work as well.\u00a0 Tone in email matters.\u00a0\u00a0Students also appreciated the asynchronous part of email negotiations.\u00a0 They could think, do some research, and then email back to their counterparts.\u00a0 They also noted when they got in a good email rhythm with the other negotiator.\u00a0 At the same time,\u00a0email also made it easier to lose touch and for the negotiation to take longer than it would have otherwise.<\/p>\n

We also saw some other effects from the email negotiation — diminished information exchange\u00a0and diminished trust — that students\u00a0needed to overcome.\u00a0 But, having talked about this in advance, students knew that they would need to work at this.\u00a0 All of which goes to the point that this was a very worthwhile exercise and practice.\u00a0<\/p>\n

As the New York Times wrote about last month<\/a>\u00a0in a very good article,\u00a0even\u00a0real estate deals are being done over email.\u00a0 <\/p>\n

Professor Kathleen McGinn notes another important\u00a0advantage of emails:<\/p>\n

The record that e-mail creates can also make brokers more accountable. Dr. McGinn said that when an agent relays a request from a client, there’s a risk that the message might be distorted along the way. But chances for distortion disappear if every request sent by e-mail is copied to every other party involved in the deal.<\/p>\n

Dr. McGinn said that e-mail messages should be taken seriously and not written on the fly. “They should be drafted like formal letters and not like an e-mail to your friend when you want to know if they’re ready for dinner,” she said.\u00a0\u00a0\u00a0\u00a0<\/p><\/blockquote>\n

As to this last point,\u00a0I was delighted to read from my students that correct grammar and punctuation still matter to this generation as well!\u00a0 As one of them pointed out,\u00a0you have less respect for a negotiator\u00a0who does not even\u00a0proofread what\u00a0he or she is\u00a0sending.<\/p>\n","protected":false},"excerpt":{"rendered":"

This past semester, my students participated in an email negotiation with students from Hastings\u00a0and Boalt\u00a0law schools which\u00a0turned out to be quite interesting for them and for me reading their journals afterwards.\u00a0 It is always lovely to write an article — it’s even nicer to see that what you write might actually be happening in reality […]<\/p>\n","protected":false},"author":11,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"ocean_post_layout":"","ocean_both_sidebars_style":"","ocean_both_sidebars_content_width":0,"ocean_both_sidebars_sidebars_width":0,"ocean_sidebar":"","ocean_second_sidebar":"","ocean_disable_margins":"enable","ocean_add_body_class":"","ocean_shortcode_before_top_bar":"","ocean_shortcode_after_top_bar":"","ocean_shortcode_before_header":"","ocean_shortcode_after_header":"","ocean_has_shortcode":"","ocean_shortcode_after_title":"","ocean_shortcode_before_footer_widgets":"","ocean_shortcode_after_footer_widgets":"","ocean_shortcode_before_footer_bottom":"","ocean_shortcode_after_footer_bottom":"","ocean_display_top_bar":"default","ocean_display_header":"default","ocean_header_style":"","ocean_center_header_left_menu":"","ocean_custom_header_template":"","ocean_custom_logo":0,"ocean_custom_retina_logo":0,"ocean_custom_logo_max_width":0,"ocean_custom_logo_tablet_max_width":0,"ocean_custom_logo_mobile_max_width":0,"ocean_custom_logo_max_height":0,"ocean_custom_logo_tablet_max_height":0,"ocean_custom_logo_mobile_max_height":0,"ocean_header_custom_menu":"","ocean_menu_typo_font_family":"","ocean_menu_typo_font_subset":"","ocean_menu_typo_font_size":0,"ocean_menu_typo_font_size_tablet":0,"ocean_menu_typo_font_size_mobile":0,"ocean_menu_typo_font_size_unit":"px","ocean_menu_typo_font_weight":"","ocean_menu_typo_font_weight_tablet":"","ocean_menu_typo_font_weight_mobile":"","ocean_menu_typo_transform":"","ocean_menu_typo_transform_tablet":"","ocean_menu_typo_transform_mobile":"","ocean_menu_typo_line_height":0,"ocean_menu_typo_line_height_tablet":0,"ocean_menu_typo_line_height_mobile":0,"ocean_menu_typo_line_height_unit":"","ocean_menu_typo_spacing":0,"ocean_menu_typo_spacing_tablet":0,"ocean_menu_typo_spacing_mobile":0,"ocean_menu_typo_spacing_unit":"","ocean_menu_link_color":"","ocean_menu_link_color_hover":"","ocean_menu_link_color_active":"","ocean_menu_link_background":"","ocean_menu_link_hover_background":"","ocean_menu_link_active_background":"","ocean_menu_social_links_bg":"","ocean_menu_social_hover_links_bg":"","ocean_menu_social_links_color":"","ocean_menu_social_hover_links_color":"","ocean_disable_title":"default","ocean_disable_heading":"default","ocean_post_title":"","ocean_post_subheading":"","ocean_post_title_style":"","ocean_post_title_background_color":"","ocean_post_title_background":0,"ocean_post_title_bg_image_position":"","ocean_post_title_bg_image_attachment":"","ocean_post_title_bg_image_repeat":"","ocean_post_title_bg_image_size":"","ocean_post_title_height":0,"ocean_post_title_bg_overlay":0.5,"ocean_post_title_bg_overlay_color":"","ocean_disable_breadcrumbs":"default","ocean_breadcrumbs_color":"","ocean_breadcrumbs_separator_color":"","ocean_breadcrumbs_links_color":"","ocean_breadcrumbs_links_hover_color":"","ocean_display_footer_widgets":"default","ocean_display_footer_bottom":"default","ocean_custom_footer_template":"","ocean_post_oembed":"","ocean_post_self_hosted_media":"","ocean_post_video_embed":"","ocean_link_format":"","ocean_link_format_target":"self","ocean_quote_format":"","ocean_quote_format_link":"post","ocean_gallery_link_images":"on","ocean_gallery_id":[],"footnotes":""},"categories":[87],"tags":[],"class_list":["post-5044","post","type-post","status-publish","format-standard","hentry","category-negotiation","entry"],"_links":{"self":[{"href":"https:\/\/law.marquette.edu\/facultyblog\/wp-json\/wp\/v2\/posts\/5044","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/law.marquette.edu\/facultyblog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/law.marquette.edu\/facultyblog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/law.marquette.edu\/facultyblog\/wp-json\/wp\/v2\/users\/11"}],"replies":[{"embeddable":true,"href":"https:\/\/law.marquette.edu\/facultyblog\/wp-json\/wp\/v2\/comments?post=5044"}],"version-history":[{"count":0,"href":"https:\/\/law.marquette.edu\/facultyblog\/wp-json\/wp\/v2\/posts\/5044\/revisions"}],"wp:attachment":[{"href":"https:\/\/law.marquette.edu\/facultyblog\/wp-json\/wp\/v2\/media?parent=5044"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/law.marquette.edu\/facultyblog\/wp-json\/wp\/v2\/categories?post=5044"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/law.marquette.edu\/facultyblog\/wp-json\/wp\/v2\/tags?post=5044"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}