We all negotiate via text messaging.

Perhaps, for some, this only occurs on the fringes of negotiation: a request to move the venue of a meeting, or to correct a typo on a contract. Others may recognize that they have negotiated the sale of a car or a house, elements of a job offer, or even professional negotiations through this medium. Certainly, many of the family-and-friends -related interactions that texts on negotiations use as examples are now conducted via text.  

One way or another, look closely at how your day goes and how your various forms of communication fit together, and you may well find yourself already handling significant parts of that traffic via text. In the future, you can expect to increase your use of this medium, as more and more of your counterparts come to depend on it.

Despite some similarities, negotiating via text is significantly different even from email negotiation – and very different from traditional face-to-face encounters.

This chapter from The Negotiator’s Desk Reference discusses the differences, reviews the research on the topic and provides practical advice for negotiators.


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