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Negotiating in China

Negotiating Online with Chinese Counterparts

Negotiating with China via email and online platforms brings unique challenges

Whether you are based in New York, Shanghai or Frankfort, you are probably conducting much Sign up for the ChinaSolved newsletterof your negotiation online – particularly email, but also via SMS, fax, video-chat, and conference calls. Technology is supposed to shorten distance and enhance communication – but more than a few frustrated purchasing managers and entrepreneurs have good reason to think that the opposite is true. Online negotiation often seems the most direct route to misunderstanding and conflict.

Noamn Ebner, Assistant Professor & Online Program Chair at Creighton University School of Law has just written an interesting paper titled Negotiation Via (the New) Email. Here’s a link to his fascinating, though somewhat academic article.  He focuses on eight elements of email communication:

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