Abstract
An increasing number of business schools are offering courses on negotiation and conflict management, recognizing the important role that negotiation plays in business. At the same time, electronic mail and other telecommunications media are being used with increasing frequency in organizational negotiations. This paper describes a classroom exercise in which students from the United States negotiated with students from Australia, using only email as the communicating medium. The paper describes the results of those negotiations, including lessons learned by students and instructors seeking to offer skill-building experiences involving a medium with modest information richness in an international (cross-cultural) environment.