Words Count: The Art Of B2B Email Negotiation

by Ray Schultz , Columnist, January 18, 2021

With fewer face-to-face interactions, B2B salespeople are increasingly conducting negotiations via email. But the things that work face to face don’t always suffice in email, and this requires a new form of analysis, judging by Business-to-Business E-Negotiations and Influence Tactics, academic research by Sunil K. Singh, Detelina Marinova, and Jagdip Singh. …