Key to success in negotiation is managing and enhancing relationships. This concept can be difficult to convey in short-term executive training courses where students have little time for relational development. Not to worry: the authors assert that by strategically using online communication before, during, and after such courses, students can effectively both train for, and depend on, good relations at a distance.
Christopher Honeyman, James Coben & Giuseppe De Palo
Rethinking Negotiation Teaching: Innovations for Context and Culture
Anita D. Bhappu, Noam Ebner, Sanda Kaufman & Nancy A. Welsh,
Online Communication Technology and Relational Development,
Available at: https://scholarship.law.tamu.edu/facscholar/977