ABSTRACT
This chapter explores the elements presented in previous chapters to provide a holistic approach to e-negotiations. Communication takes place in bursts as they move through the negotiation framework and the quality of conversations and interactions is usually less important that quantity and speed. A general hint to remember is that legacy is important for older negotiators and you might need to adapt to their more familiar communication medium as the communication is progressing. At closing time, effort needs to be made to memorialize the negotiated deal by creating an agreement statement. Closing the deal also means that all parties involved need to go back and sell it to the stakeholders involved. In e-negotiations this can be true with the older generation of executives that are not familiar with technology and modern forms of communication like email. Training can be done by attending seminars, workshops, courses, reading articles and books, and by observing other negotiators in action.
