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Running Head: RAP #4

RAP NUMBER 4

Rachael Rackley

April 10, 2013

CONF 741

George Mason University- S-CAR

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The process of a negotiation is admittedly quite complex. Mastering a negotiation is

difficult unless one understands the rules, tactics and approaches to negotiating. However, one

form of negotiation takes the complexity to a new level. E-negotiations or what is known as

email or internet negotiation is a late 20th /early 21st century approach to negotiation. This style

focuses on email based communication between parties to work out their agreement via the

internet (Ebner et. al., 2009).

Ebner et. al., (2009), elaborates that email negotiations can lead to both positive and

negative outcomes. E-negotiations can cause communication issues and misconstrued or

misunderstood messages. Ebner et. al., (2009) clarify that email negotiations are a lean medium

(pp. 91), that do not allow for visual or verbal cues between the parties. Process meaning

therefore, is determined by what the reader understands is being conveyed in the message—

hence why messages can be easily misconstrued.

One of the most important factors to keep in mind is that email negotiations are

asynchronous (Ebner et. al., 2009, pp. 92). Asynchronous negotiations allow for the parties to

read and respond to each other non-sequentially (Ebner et. al., 2009, pp. 92). In a typical face-to-

face negotiation, there is instead a general sequence of discussion and response. Due to the

asynchronous nature of e-negotiations, the parties are unaware of potential simultaneous

submissions. Although there is some turn taking with the schedule of emails sent and received,

Ebner et. al., (2009) discovers that for the most part, the parties do not follow a back and forth

communication style (pp. 93). Additionally, mood is another factor that can greatly affect the

negotiation process online. Due to the asynchronous nature of email negotiation, one’s mood

most likely changes dramatically from each time they receive and return an email to the other

party.

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There is also the tendency for bundling information (Ebner et. al., 2009, pp. 105). Ebner

et. al, (2009) highlight that ‘bundling’ is putting multiple arguments or issues together in one

email for review at one time (pp. 105) . While this tactic may be effective in minimizing the

amount of emails and communication traffic, it can also lead to an overload of information.

Therefore, Friedman and Currall (2003) explain that bundling should be avoided (pp. 1329). In

the process of my e-negotiation the other party attempted to use a bundling technique in order to

confuse me and detract from the financial aspects of the agreement.

Ebner et. al.’s, (2009) theory touches upon multiple reasons as to why e-negotiations can

be quite contentious. These reasons include: diminished information sharing via email

communication, diminished trust and cooperation, tough attitudes, increase in social distance and

the potential for less appropriate behavior. (pp. 94-99). E-negotiation can also lead to greater

levels of individual bargaining and self-interested behavior due to a lack of information sharing

with the other party. This competition over individual interests can accentuate competitive

behavior (Ebner et. al., 2009). Therefore, Ebner et. al., (2009) recommends a few basic skills in

order to have a positive e-negotiation experience: 1) Write clearly, persuasively and movingly

(pp. 99-100). By writing clearly, the potential for miscommunication is severely decreased. 2)

You must manage your own anxiety and trust yourself in the e-negotiation process (pp. 100-

101). This entails not questioning why they may be taking a long time to respond to the message.

Additionally, Ebner et. al., (2009) notes that it is vital to manage the other party’s anxieties by

apologizing for slowness in reply, for example. 3) Relationship management is the ability to

unmask your intentions in the e-negotiation, build rapport, schmooze with the other party, and

show ‘e-empathy’ (pp. 101-104). And lastly, 4) Content management is crucial in providing

precise information sharing and clarity of your points, avoiding bundling, forming a clear subject

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heading, and allowing for clear framing and email format that avoids colors, unique fonts and

emoticons (pp. 104-106).

Similar to Ebner et. al.’s, (2009) concerns over contentious e-negotiations, Thompson

and Nadler’s (2002) theory details the dangers of e-negotiation. They focus on one tactic in

particular that is used to achieve one’s goals in an e-negotiation. This theory, known as the

‘squeaky wheel approach,’ occurs when negotiators display a temper tantrum in order to pursue

their individual interests and needs (pp. 118). From Thompson and Nadler’s (2002) findings, the

squeaky wheel approach users are the most likely to achieve their personal goals in e-

negotiations (pp. 118).

Volkema, Fleck, and Hofmeister (2011) elaborate that the most crucial point of the

negotiation period is the beginning. There are three broad phases in e-negotiations: 1) initiation,

2) problem solving and 3) resolution (pp. 300). Volkema et. al., (2011) theorize that the initial

stages in the negotiation have the greatest potential for affecting the process and the likelihood

for reaching future agreements (pp. 301).

So what are the advantages of e-negotiations? While there is a long list of drawbacks

mentioned above, e-negotiations provide an opportunity for negotiation with a stranger in an

environment that does not involve human interaction to achieve the same end (an agreement) as

an in person negotiation. However, the richness of a negotiation is often lost over e-negotiations.

One could also accidentally offend the opposite negotiating party without knowing it. Although

many people do prefer in person negotiations over more serious issues, there may or may not be

advantages to an in person negotiation either. One way to blend these approaches is to begin with

an online negotiation that transitions into a discussion over the phone or in person.

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Friedman and Curall’s article (2003) in contrast, allows for a brighter side to e-

negotiations. Email negotiations, according to Friedman (2003), can have certain advantages.

They allow for reviewability before anything is said or done to the other party and revisability

which allows for statements to be changed before sending. However, it is rational to still

understand the potential for conflict escalation and more inadvertent insults that e-negotiations

can often cause. (Friedman and Curall, 2003, pp. 1329).

One of the most important factors to consider for e-negotiations is the formatting. Was

the text spaced out enough? Did the email have too much information or bundling? Was there a

failure in anything about the text of the email? Issues with formality, etiquette and grammar are

vital to discuss when dealing with an email negotiation. In my personal e-negotiation experience,

the other party did not use correct spelling or grammar in many circumstances and the email font

size and font style differed per email. This lack of consistency can be a huge issue when

attempting to form an agreement via email. One party may not see the other as being

professional, or may believe that the other party is too rushed and not concerned with the

discussion enough to proofread.

The power of time in a negotiation can be a very powerful bargaining tool. If one states

that they need a decision in a few days time, the other party can use that information to their

advantage and respond with an offer right before the cut off period. Response time is part of the

equation of power differentials. If someone of higher power (assumed or real) sends an email,

the amount of time that you wait to respond is built into the power relationship. What I mean by

this, is that if you receive an email from someone with more power than you, the correct action

would be to respond immediately. They however, have more leisure with their response time to

your email.

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Implementation is the key to a lasting agreement. Failure to address an implementation

process and protections to prevent any issues if there is non-delivery on the agreement can

potentially lead to an agreement that is not followed through. If someone were to come to a

negotiated decision on owing another party $100, they must discuss the implementation of that

agreement—i.e. what form the payment will come in, what date the money will be transferred,

time and location, etc.

The technical logistics in forming an email negotiation (i.e. formatting, formality, time,

no spelling or grammar errors, etc.) are just as important as the information that you are sharing

with the other party. In fact, Volkema et. al., (2011) would argue that these logistics are crucial

to forming the first emails which have the most impact on the final agreement. It is clear from

the above references that e-negotiation is not an easy task. There are many pitfalls and many

dangers to negotiation online. However, it is also a vital technological transition that many of us

in the workplace are going to need to be trained on in order to stay up with the current times.

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References:

Ebner, N., Bhappu, A. D., Brown, J. G., Kovach, K. K., & Schneider, A. K. (2009). “You’ve Got Agreement: Negoti@ting Via Email.” In Christopher Honeyman, et. al. (Eds.) Rethinking negotiation teaching: innovations for context and culture (pp. 89-114). Saint Paul, MN: DRI Press.

(NOTE: David Hames and above Ebner et. al. are the same text. I cited Ebner due to the fact that Hames cites Ebner for his chapter as well)

Friedman, Raymond A. and Currall, Steven C. (2003). “Conflict escalation: Dispute exacerbating elements of e-mail communication.” Human Relations, 56 (11), pp. 1324-1347.

Thompson, L. & Nadler, J. (2002). “Negotiating via Information Technology: Theory and Application.” Journal of Social Issues, 58 (1), pp. 109-124.

Volkema, R. J., Fleck, D. & Hofmeister, A. (2011). “Getting Off on the Right Foot: The Effects of Initial Email Messages on Negotiation Process and Outcome.” IEEE Transactions on Professional Communication 54 (3), pp. 299-313.

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Email Chain:

1) Tigran’s first email:

Hi I am the MANAGER OF INTERNET DEVELOPMENT, L.C.A. INC. , my name is Tigran.   as I indicated earlier in the letter, I am interested to collaborate with you, specifically concerning to the development of live8.org site.I noticed the site is under construction for a long time. I have some ideas about the development of this site which I think would be beneficial both for you and for our company. We would need to understand each other's business better to identify perspectives of collaboration and, perhaps, even cooperation concerning this site. I would therefor appreciate if you would send some information about your business, the type of ownership of the site as well as about your own role in the business. 

I look forward to hearing from you and I do believe that we will be able to successfully cooperate with significant mutual benefits.Sincerely

2) Rachael:

Hello Tigran,

Thank you for your interest in live8.org. You are correct that the site is still under construction, however it is due to be online and live next week. The site was developed over the past few months by an expert web designer. I am in charge of the Live8 business and the website. I am the manager of Live8 Art Galleries in Turkey. I am interested in discovering how our businesses might complement each other and collaborate. Website development is not a project that our business needs assistance on at the moment. 

Thank you. 

Best,Ms. Rackley 

3) Tigran:

Dear Ms. RockleyIt is exactly two weeks before the staging of the world’s largest musical event ever – the Live8 concerts. At ten locations around the globe, one hundred of the world’s hottest performing artists and groups will participate in an event that would not only make musical history, but also promote social justice on a global scale.

We hope that income from ticket sales, sponsorships, concessions, revenue from commercials and broadcasting, proceeds from CD and online music sales and donations will reach millions dollars to be used to alleviate poverty and promote sustainable development in Africa.

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Beyond economic gains, our organizers are “aiming” to the event and its worldwide support at the leaders of the G8 countries, who would be gathering in Edinburgh, Scotland four days after the concerts. They will demand that the world’s richest nations cancel the African states’ debts, double current aid packages for Africa and provide a fair system of trade laws for developing Africa’s economy. The event will culminate in a mass pilgrimage to Edinburgh, with a huge concert taking place to coincide with the G8 summit.

Our organization (L.C.A (Lights, Camera, Action!) Inc.) is the production firm handling the technical arrangements and public relations issues for the event, charged with everything from booking stadiums for the concerts to making sure Elton John’s plane arrives on time. As the manager of the L.C.A.’s Internet Development Department, you play a key role in the event’s coordination.

For the past year, we have designed the perfect network capable of supporting the event, centering on the event’s website at www.live8live.com.  The event’s success is dependent on the Internet in numerous ways.  The organizers hope to have two billion viewers on TV and Internet broadcasts, and the only way to reach that many people is through the Net. The website also enables people to learn about the event and its goals, to see the lineup of artists taking part and to view media clips about the effects of poverty in Africa. It enables them to learn about the different ways to participate in the event, and offers different kinds of online information. It serves as a portal for the intake of requests to buy concessions, offers to donate money, equipment or time, inquiries from the press, and just about everything else.  We have linked the domain name in with every major search engine and news service; nobody can type in “concert” or “Live8” without immediately being linked to our site.  In addition, the website serves as the hub for the organizers’ internal communication network, serving the thousands of people working on the project.

Last week a detroit band named Live8Live challenged us use of the domain name live8live.com, claiming rightful ownership of the domain name under the rules of the Internet Corporation for Assigned Names and Numbers (ICANN), the body which governs the use of Internet domain names. The band filed suit with ICANN to evict us from the domain and have it transferred to them. Thinking it was a nuisance suit, we tried to come to agreement with them, but we found out that the band members were furious at the Live8 organizers for refusing their offer to appear at the U.S. concert. Refusing our conciliatory offer of a joint performance with Bon Jovi, they continued with their claim.  The ICANN arbitrator decided in their favor, and according to his verdict, we must stop using the domain 5 days from today.

Losing the domain name could be disastrous, endangering the success of the entire event. The site is receiving “hits” from 60,000 visitors a day, with this number expected to double every week until the concerts. Web visitors will now find it difficult to navigate through broken links to another site. Just as the event is climbing towards its climax, it could virtually disappear. The only way to control the damage is to immediately obtain a domain name as clear and simple as possible (e.g., live8.com or live8.org), and work 24/7 rebuilding paths leading Internet wanderers to the website. This work can’t begin until the new domain name is registered as ours; each day it takes to do so will cost us thousands of people unable to find the site.

The owner of live8.com offered me free use of the domain name, but warned that he himself has had a claim filed against him at ICANN; the right to use the domain name might be taken away from him any day.  While perhaps I might use this site to send Net traffic to my own new domain, I cannot depend on it as my main Internet address.  The owners of a couple of other domain names you checked out had heard of your predicament, and each asked for more than a million dollars for use of the domain which is impossible due to lack of funding.. We are willing

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to pay for the site, but this is sheer ransom!  The financial success of any musical event is always in doubt; this one is already in a severe predicament and could turn into the biggest financial flop of the decade.  My company would be only one of several that would go under. We do not want to make things worse by paying so much money for second-rate domain names, worth no more than a couple of hundred dollars at most under ordinary circumstances.

It also angers people like me that the owners are so greedy when they know that every penny we pay them is, in effect, taken away from starving children. You can get 300 000 dollars left in our department’s budget, and we are willing to spend it all if necessary – although it would be nice to save as much as we can for starving kids.

Time is running out as we turn to our (I would say last) option, Live8.org. The address takes you to an “under construction” page, but you find out that the domain name was registered by You in Turkey. When I sent you an e-mail, saying you will be interested in collaboration with us concerning to your site I mean that we can buy your site and give you place, page or link in our site. More over we can advertise you. I initiated correspondence with you to get quick answer could we come to agreement on live8.org. I would like to clarify which way do you see our collaboration.We need your site, but I think that you need us too because we are more than good opportunity for you to promote your business.

 

Sincerely

Dr. Tigran Martirosyan

P.S. You can freely call me Tigran

4) Tigran:

Dear Ms Rockley

The previous letter was not finished when accidentally my little son send it to you. I realy apologize for that mess.  Below is my original offer-letter to you.

I hope it will be interesting for you and for promotion of your business. Below I described the situation where we are and then I presented you possible ways for our effective collaboration.

 It is exactly two weeks before the staging of the world’s largest musical event ever – the Live8 concerts. At ten locations around the globe, one hundred of the world’s hottest performing artists and groups will participate in an event that would not only make musical history, but also promote social justice on a global scale.

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We hope that income from ticket sales, sponsorships, concessions, revenue from commercials and broadcasting, proceeds from CD and online music sales and donations will reach millions dollars to be used to alleviate poverty and promote sustainable development in Africa.

Beyond economic gains, our organizers are “aiming” to the event and its worldwide support at the leaders of the G8 countries, who would be gathering in Edinburgh, Scotland four days after the concerts. They will demand that the world’s richest nations cancel the African states’ debts, double current aid packages for Africa and provide a fair system of trade laws for developing Africa’s economy. The event will culminate in a mass pilgrimage to Edinburgh, with a huge concert taking place to coincide with the G8 summit.

Our organization (L.C.A (Lights, Camera, Action!) Inc.) is the production firm handling the technical arrangements and public relations issues for the event, charged with everything from booking stadiums for the concerts to making sure Elton John’s plane arrives on time. As the manager of the L.C.A.’s Internet Development Department, I play a key role in the event’s coordination.

For the past year, we have designed the perfect network capable of supporting the event, centering on the event’s website at www.live8live.com.  The event’s success is dependent on the Internet in numerous ways.  The organizers hope to have two billion viewers on TV and Internet broadcasts, and the only way to reach that many people is through the Net. The website also enables people to learn about the event and its goals, to see the lineup of artists taking part and to view media clips about the effects of poverty in Africa. It enables them to learn about the different ways to participate in the event, and offers different kinds of online information. It serves as a portal for the intake of requests to buy concessions, offers to donate money, equipment or time, inquiries from the press, and just about everything else.  We have linked the domain name in with every major search engine and news service; nobody can type in “concert” or “Live8” without immediately being linked to our site.  In addition, the website serves as the hub for the organizers’ internal communication network, serving the thousands of people working on the project.

Last week a Detroit band named Live8Live challenged us use of the domain name live8live.com, claiming rightful ownership of the domain name under the rules of the Internet Corporation for Assigned Names and Numbers (ICANN), the body that governs the use of Internet domain names. The band filed suit with ICANN to evict us from the domain and have it transferred to them. Thinking it was a nuisance suit, we tried to come to agreement with them, but we found out that the band members were furious at the Live8 organizers for refusing their offer to appear at the U.S. concert. Refusing our conciliatory offer of a joint performance with Bon Jovi, they continued with their claim.  The ICANN arbitrator decided in their favor, and according to his verdict, we must stop using the domain 3 days from today.

Losing the domain name could be disastrous, endangering the success of the entire event. The site is receiving “hits” from 60,000 visitors a day, with this number expected to double every week until the concerts. Web visitors will now find it difficult to navigate through broken links to another site. Just as the event is climbing towards its climax, it could virtually disappear. The only way to control the damage is to immediately obtain a domain name as clear and simple as possible (e.g., live8.com or live8.org), and work 24/7 rebuilding paths leading Internet wanderers to the website. This work can’t begin until the new domain name is registered as ours; each day it takes to do so will cost us thousands of people unable to find the site.

The owner of live8.com offered me free use of the domain name, but warned that he himself has had a claim filed against him at ICANN; the right to use the domain name might be taken

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away from him any day.  While perhaps I might use this site to send Net traffic to my own new domain, I cannot depend on it as my main Internet address.  The owners of a couple of other domain names I checked out had each asked for more than a million dollars for use of the domain which is impossible due to lack of funding.. We are willing to pay for the site, but this is sheer ransom!  The financial success of any musical event is always in doubt; this one is already in a severe predicament and could turn into the biggest financial flop of the decade.  My company would be only one of several that would go under. We do not want to make things worse by paying so much money for second-rate domain names, worth no more than a couple of hundred dollars at most under ordinary circumstances.

It also angers people like me that the owners are so greedy when they know that every penny we pay them is, in effect, taken away from starving children. You can get 300 000 dollars left in our department’s budget, and we are willing to spend it all if necessary – although it would be nice to save as much as we can for starving kids.

Time is running out as we turn to our (I would say last) option, Live8.org. This address takes me to an “under construction” page, but I find out that the domain name was registered by You in Turkey. When I sent you an e-mail, saying you would be interested in collaboration with us (concerning to your site) I mean that we can buy your site and give you place, page or link in our site. More over we can advertise you. I initiated correspondence with you to get quick answer could we come to agreement on live8.org. I would like to clarify which way do you see our collaboration.

We need your site, but I think that you also need us, because we are more than good opportunity for you to promote your business.

 

Sincerely

Dr. Tigran Martirosyan

P.S. You can freely call me Tigran

5) Tigran:

Dear Rachael RackleyLast time I send you a letter on our mutual interests in collaboration with each other. However I didn't get an answer to my letter. Please do not hesitate answer me, if you have any question. I would like to get your answer soon because we have lack of time. My boss ordered to me to continue negotiations with other holders of similar sites. he has told me he could come up with two hundred thousand dollars more from other departments budgets for that goal. Thus I initiated paralel negotiations with them because I have no any answers from you. Besides that our department needs some time for transmission of our web-information from one site to another. We should have preliminary agreement about purchasing new site in Friday. If we are not capable to come to agreement with you then I will be forced to buy one of the other expensive similar sites, which would be undesirable for me due to lack of funds in my department and then I should apply to my boss for assistance. However, It would be seen as my failure and therefore you are the last harbor for me. Please, answer to my offer as soon as possible to find ways for mutual beneficially collaboration Sicerely Tigran

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6) Rachael:

 Dear Tigran,

My profuse apologies for the slowness of my reply. Thank you very much for a reminder email of our business collaboration. I realize that the slowness of my reply has caused you concern and anxiety for our possible business arrangement. I hope to be able to calm those anxieties. 

In short, your interests in collaborating with me are to acquire the domain name www.live8.org. You contacted me with 2 weeks before the event, and time is now very quickly depleting. I understand that as the Manager of the Internet Development Department, you have certain responsibilities that your boss and this event expects of you. You originally stated that your department budget was $300,000, but now due to the time-sensitive nature, you are able to increase that budget by an extra $200,000. In order to have this event run smoothly, you need control over a website that links Live8 search users to the website and that generates many website 'hits' per day. You are interested in buying the site and giving me a place, page or link on the site. This would benefit my art gallery with advertisement potential. 

I have discussed your proposal with my team and my web developer for possible ideas on collaboration. Although you seem like a trust-worthy and honest individual, I am still not comfortable being associated with the event Live8 due to political and personal reasons. However, my interests in collaboration include the possibility for website exposure of our Live8 Art Galleries. We are hoping to expand our chain in the future and therefore this agreement could benefit that endeavor.

In summary therefore, here is what my business is proposing for our collaboration. Your time is depleting, so I would encourage you to consider this offer as the best you will receive within your time frame. 

We will allow you access to the domain name www.live8.org. The website will have two options upon entering the URL--users will have the option of clicking a button to go to your event page, or to enter our art gallery web interface. Our web designer will work over the next few days with your team to ensure that our interests are met as well as yours. We will additionally be posting an advertisement section on the side panel of your website, concerning our art gallery. The use of this domain name and website will be at the sum of $450,000. After the completion of your event, you will have the option of continuing your website under our domain name, pending a further negotiation and business contract. 

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Thank you for your interest in our company and website and I hope that you will see the benefits to working with us on this endeavor.

Sincerely,

Rachael Rackley

P.S. you may call me Rachael as well. 

7) Tigran:

Dear Rachael

Thank you for your response.

There seems to be a misunderstanding, perhaps, I did not explain the situation well. Hence, here are some clarifications:1) The organizers of the event need the ownership of this site to regulate all operations with the cash flow of the event through the web-site. 2) The additional $200 000 is for negotiations with other similar sites in case if I do not come to an agreement with you. I can try to go to my boss and ask to give me this remaining money for the event. However this will be seen as my failure and will ruin my future carier.

I seriously doubt that I will get a favorable response if I go to the management and ask for half a million dolar for only having temporary and limited access to your site. 

Therefore I offer you the following: 1) $500 000 for buying ownership of your site with exclusive right for you to buy back the site in a year with $200 000 pay back option (It is up to you to buy back or no in a year)2) Your logotype and advertisement would have 5% of our spaces for advertising in stadium during the event, therefore you would have your advertisements on all TVs' that would show our event.3) On electronic site you will have the right to have 1/6 of the page (on the top of the site) with your logotype and advertisement and the link to your Art Gallery page as well.

I believe this offer is beneficial for both of us and our companies. If you accept this offer, I can explain to my boss why I ask for additional $200 000. 

I hope you believe in my good intentions as I believed in yours. You are my last chance to avoid failure. If you accept this my offer then for your business keeping the top of the main web page and get $500 000 more than victory, it will be a triumph of our businesses and our collaboration.

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SincerelyTigran

8) Rachael:

Dear Tigran,

Thank you for clarifying your interests and position concerning the website. 

How long would your company need management of the site for cash flow operations, if the event ends in a few days? Would this be for the entire year? 

I believe that the options you have laid out might be something we could work with. Again, I am still very uneasy about working with Live8 Aid concerts due to my personal beliefs of how the money can be easily squandered from these events. However, this business venture could be a beneficial partnership between our companies. Additionally, the advertisement opportunities would help with the further promotion of my company.

I understand your concerns when you say your career could be in potential jeopardy and the response from your superiors would not be favorable if you asked for additional funds simply to have temporary access to the site. I have definitely been in a situation of concern in my career, and therefore I admire your efforts to continue working toward an agreement between us. 

Therefore, I will agree to these terms:

1) A payment of $500,000 to my company (Live 8 Art Gallery) for the rights to the domain name live8.org with the potential for a $100,000 buyback in 1 year. (If you clarify that this site must remain with you for one years time, as I ask above).2) Collaborative development and work between your information technology department and my website designer in order to ensure the smooth transfer of the websites and that all parties continue to retain their website designs without any tampering or harm from the other. 3) The logotype and advertisement for my company would be present in the concert event stadium during the event at 8% of your location spaces and media outlets such as tv's, banners, posters, flyers, etc. 4) 1/6 of the page (at the top of the site) with my logotype and advertisement5) A link to a temporary website for my Art Gallery webpage which I am willing to bear the funding for independently, for the one year that live8.org is under your control and management. My link and temporary domain name for the year will be live8artgallery.org6) An in-person contract signing once we make an agreement upon these terms, which my office will draft. 

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Please let me know if you have other concerns that we should address. As you will note from the above, I have made very small changes to your proposal, which will not be detrimental to you, your career, your boss or your company. 

Thank you and I look forward to hearing back from you soon.

Sincerely,Rachael Rackley 

9) Tigran:

Dear RachaelThank you very much for understanding and for suggestion 1) 8% is imposible all places out of 5% already passed I will try to find some +1 %= 6%, but it is very hard to find because all additional places already sold. 2) One year of ownership we need because of financial issues but if we do not control the site last half of the year our organizers can loose $100 000 if you ready include that amount plus to the 100 000 for the site buyback in half a year. I can speak with organizers and say them that our company will get that money back if you decide to get your site back. But I can not swear that they will agree, I should speak with them.Do you want from me to do that or you prefer that I go to my boss with your initial offer that is prescribed in your last e-mail letter?SincerelyTigran

10) Tigran:

Dear Rachel I should tell you that I discussed with my boss your offer and because we can not provide you 8% our "location spaces (we have only 6%) and media outlets such as tv's, banners, posters, flyers, etc. (the last part of the sentence is imposible at all because they (tv's, banners, posters, flyers, etc.) all had already prepared and there is no possibility due to lack of time and funds to change those conditions and circumstances) and due to we have alternative offer from domain "live8.com" and currently use it he decided to opt out from your offer. But I can add that if you agree to the changes of description of third point to the following text "The logotype and advertisement for Life Art company would be

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present in the concert event stadium during the event at   6%   of Life 8 LTD's location spaces" I think that your offer would be better for us .SincerelyTigran

11) Rachael:

Hello Tigran,

Thank you for discussing the offer with your boss and working diligently on this business deal. 

I will agree to 6% advertisement within the Live 8 concert venue. 

Additionally, I would like for you to propose the remainder of my points with your boss, now that you know my bargaining position and deliver an agreement between us. 

Those points again are the following:

1) A payment of $500,000 to my company (Live 8 Art Gallery) for the rights to the domain name live8.org with the potential for a $100,000 buyback in 1 year. I will accept that the site needs to be in your control for a year, and I will stick with 100,000. Please ensure the organizers that your company will receive this money if I decide to buy back the site. Please include this in our binding contract. 2) Collaborative development and work between your information technology department and my website designer in order to ensure the smooth transfer of the websites and that all parties continue to retain their website designs without any tampering or harm from the other. 3) The logotype and advertisement for my company "Live 8 Art Gallery" would be present in the concert event stadium during the event at 6% of LTD's location spaces and media outlets such as tv's, banners, posters, flyers, etc. 4) 1/6 of the page (at the top of the site) with my logotype and advertisement5) A link to a temporary website for my Art Gallery webpage which I am willing to bear the funding for independently, for the one year that live8.org is under your control and management. My link and temporary domain name for the year will be live8artgallery.org6) An in-person contract signing once we make an agreement upon these terms, which my office will draft. 

Please let me know if we may be able to come to an agreement on these issues and begin the contract process.Thank you.

Best,

Rackley 18

Rachael Rackley 

12) Tigran:

Hi dear RachaelI am very glad to hear from you.I should request you (as I noted in the previous letter) about this last part of the sentence:"media outlets such as tv's, banners, posters, flyers, etc." This words should be deleted from the contract. I mean the last part of this sentence is imposible to do in practice because they (tv's, banners, posters, flyers, etc.) all had already prepared and there is no possibility to change those conditions and circumstances due to lack of time and funds. I am very sorry about that.Third point would be the following text "the logotype and advertisement for my company "Live 8 Art Gallery"   would be present in the concert event stadium during the event at   6%   of     L.C.A. INC.     location spaces" I realy apologize for thisSincerelyTigran

13) Rachael:

Dear Tigran,

Where would the advertisements be placed in the LCA location spaces at the event?

Best,Rachael Rackley

14) Tigran:

Dear Rachel They would be placed namely on the advertisement walls and banners of stadium as well as beyond the scene. You can add this places in the agreement Regards Tigran

Rackley 19

15) Rachael:

Thank you Tigran. 

Per this discussion these are the points that we have thus far in agreement:

1) A payment of $500,000 to my company (Live 8 Art Gallery) for the rights to the domain name live8.org with the potential for a $100,000 buyback in 1 year. I will accept that the site needs to be in your control for a year, and I will stick with 100,000. Please ensure the organizers that your company will receive this money if I decide to buy back the site. Please include this in our binding contract. 2) Collaborative development and work between your information technology department and my website designer in order to ensure the smooth transfer of the websites and that all parties continue to retain their website designs without any tampering or harm from the other. 3) The logotype and advertisement for my company "Live 8 Art Gallery" would be present in the concert event stadium during the event at 6% of LTD's location spaces such as advertisement walls and banners in the stadium.4) 1/6 of the page (at the top of the site) with my logotype and advertisement5) A link to a temporary website for my Art Gallery webpage which I am willing to bear the funding for independently, for the one year that live8.org is under your control and management. My link and temporary domain name for the year will be live8artgallery.org6) An in-person contract signing once we make an agreement upon these terms, which my office will draft. 

Please let me know if your boss and company are on board with this agreement.

Best,Rachael Rackley 

16) Tigran:

Dear Rachael! We ready to sign the agreementThank you very much for understanding. You are so kind.I think that we are finishing with created new valuewarm regardsTigran Martirosyan

17) Rachael:

Tigran,

Rackley 20

I believe we are in agreement over the final points discussed. It was a pleasure working with you and we are happy to help collaborate with your company on this project. 

Best,Rachael Rackley 

Personal analysis of email negotiation:

It was interesting to negotiate with someone who followed the tactics that the writers above suggested not to utilize. For example, Tigran used a bundling effect many times in the email communication as well as various font sizes and font styles. This was a bit of a headache for me to see three different font styles being used in one email communication. Additionally, although English is not his first language, it was difficult to understand the substance of his emails without reading them through multiple times. I do think he is a very skilled negotiator but his email formatting was an obstacle that had to be overcome in order to form an agreement. His varying formality levels in addressing me and his personal sign off were an interesting subject of note. One thing that I did dislike was the inconsistency in using my name. There were a few instances where he spelled my first and last name incorrectly. I think that this should always be checked when emailing someone whom you wish to build a relationship and business deal with.