Task 8.a.

Role-Play | Live8

NEGOTIATION CORRESPONDENCE
Thank you for your prompt reply.

I am writing to inquire about your interest in a business partnership opportunity. I

represent L.C.A. Inc, the production firm responsible for technical and public relations
aspects of the upcoming Live8 concerts. Briefly, this is expected to be the "world's
largest musical event ever" with performances from 10 different cities from around the
world. With a goal of reaching two billion viewers via both TV and internet broadcasts,
we are working feverishly to ensure that anyone looking for information about the
event can find it easily.

Frankly, I believe being able to add your domain, live8.org, as a means of access to the
event would help us reach our viewership goal. I would like to discuss how we can make
this happen in a way which benefits both you and I.

If you are willing to move forward, can you share with me a little about what your goals
are with the domain once you have gone live? Do you have a timeline for going live?

Regards,

I hope this finds you well. I wanted to reach out a second time to see if you have had an
opportunity to review my correspondence from earlier this week. I would love to learn
about your future goals regarding the website and explore any possible synergies that
may exist.

Regards,

______

Hope this email finds you well. Thank you for reaching out to me. I had received and
read through your email. But before I responded to your email, I wanted to think
through things properly and discuss the marketing plan for our company with my
business partners.

Live8.org is a domain I purchased a few years ago but hadn’t had the opportunity to fully
dedicate my time to it as with our expansion our hands were tied. But with the
increasing need for a social media presence in order to globalize the brand and the
business as a whole, I and my partners decided to take the website live.

I see the name of the concert to be the same as my brand, what I would like for us to do
is temporarily give you a small tab on the website and charge you based on per click?

Please let me know what you have in mind for us to work together. I

am open to learning about any plans that can help both our companies to grow.

Thanks,

_____

I am glad to hear you were able confer with your business partners and reach back out
to me.

I have an idea that might work out better for both us. We certainly want to pay you for
access to your domain, but I'd like to advance an alternate proposal.

Success for myself and my company means that the event goes off without a hitch,
including web accessibility. For our client, success is to producing $200 million in income
from this charitable event with the proceeds used to fund social justice programs
globally. For you and your partners, I gather that success means launching your website
and social media presence in support of your global brand expansion in the most
impactful way.

My thought is that for the next two months, we have a larger presence on your site - I'm
thinking the landing page could be half you and half us. If a user clicks on the concert
side, the content would be strictly event related (and vice versa if they click on the side
dedicated to your business). Of course, there will be clearly marked access buttons to
return to the page. For this, we can offer the following:
*We will pay you $200,000 per month lease for domain usage for two months.
*We will promote your business on our social media platforms (Insta,
Facebook, Twitter) including links to
your pages. (We can coordinate this with your digital marketing strategy to make the
most impact.)
We are expecting a large number of visitors, so exposure for your company will be huge.

After the two month period, which will get us through the event and wind-down period,
we will plan to re-evaluate and determine the best path forward for both of us.
Please let me know your thoughts.

Regards,

_______

Thank you for your prompt response. I appreciate your offer. But I feel like my brand
cannot temporarily have companies use the domain and leave. I have built my brand
over the past 10 years and its reputation and brand consistency is the most important
thing to me. We as a business cannot and will not compromise on our reputation.

I would like to make you an offer. We would like for you to be our permanent partners
in Europe and Africa, wherever and whenever you have concerts in the world we want
to be involved as sponsors and as partners. We have a plan for expansion in Europe and
I found out from my resources that you have concerts all throughout Europe also. Which
makes it easy for us to promote our businesses together.

And about the website, we could have an equal number of slideshows which would
involve pictures of our galleries in Istanbul, Paris and around the world and also pictures
from your past events and information on upcoming ones. If the customer clicks on your
event slideshows and tabs on the website, it will strictly display information on the
concerts and upcoming venues, etc. Whereas if the customer wants to view our
initiatives and buy paintings they can click on our pictures also. That way the website
would be blended and wouldn't come across as two separate business entities using one
website.

My formal offer to you is;

* We charge you $180,000/annum for using our domain name.* We will also be a
part of promoting your upcoming events on our social media pages as sponsors and
partners.
* We would also like for the volunteers and other staff to have our name on their
t-shirts and other accessories.
* We would like to set up a small souvenir gallery shop at each venue of yours
where we would like to sell small objects, t-shirts, water bottles, key chains, hats and all
concert essentials with our name on it. Please let me know your thoughts. I am looking
forward to hearing from you.

_______
Your proposal would work for a long term partnership, but we are really only looking for
something short term. This is a one time event - 10 locations around the globe, holding
concerts simultaneously.

Since it is a one-time event, we wont' need access for than 2-3 months. Also, while we
love the idea of cross-promoting on social media and want to include that in an
agreement, it would only be for the next two weeks. The shirts have already been
ordered and received, so I'm afraid there is nothing we can do there. Rather than a
souvenir shop, which we can't offer due to space constraints, we can give you the title
sponsorship to our VIP experience (more details below).

With these points in mind, I can offer the following:

*We will pay you $250,000 per month lease for domain usage for two months.
*We will promote your business on our social media platforms (Insta, Facebook,
Twitter) including links to your pages.
*Your company will be the title sponsor of the VIP experiences held at each location.
Each VIP area patron
will receive a "swag bag" with items from sponsors, but your logo will be the only one on
the reusable tote
bags. (These tote bags will also be provided to the performing artists and will be
available for purchase at
concession booths.)
*Each city will have a celebrity host who will announce each musical act. Your company
will be mentioned by
name in the initial introduction and at least once more at each show as one of the
primary sponsors.

Please consider this offer and let me know your thoughts.

Regards,

_______

There is absolutely no misunderstanding here about the timing of the project which is
for 2-3 months. But we are not willing to lend you our website for two months, that is
the reason I offered a permanent partnership in Europe with our company. When I said
we take our reputation seriously meant we build lasting relationships with companies
we work with all throughout. It cannot be that you use the website for 2-3 months and
depart. You have to offer us continuous membership/sponsorship/partnership for us to
work together even if the concert may take place in Europe after a year again.
Please consider my offer again and let me know what you think. It is a great opportunity
for us to work on such big platforms with each other.

________

Thank you for your response. I certainly understand your position. While we would love
to partner with your business, I think we are too far apart on the length of the
agreement. Going beyond 3 months is just not within the scope of our operating
agreement with the Live8 concert organizers as this is a one-time event.

I believe that what we have offered is fair considering your website is under
construction and not currently being used to promote your business. Financially, you
asked for $540,000 over three years and we offered $500,000 for two months. The
sponsorship opportunity, social media marketing, and event marketing are worth at
least another $500,000.

We are unable to offer anything beyond this. I ask that you reconsider but I understand
that you must do what you think is best for your business. Please let me know either
way as I must finalize several of these matters today.

Regards,

_________

Thank you for getting back to me. So I discussed the issue with my partners and they
suggested we partner with you for three months. But we will not remove the pictures of
your event and our partnership from our website. Our decision is solely based on the
goodwill of our company and that’s the most important thing for my partners and me.

I am also ok with the $250,000 you offered for a month but that would be for three
months now. This is also our final offer and will not be able to offer anything beyond
this.

Thanks,

________
Thank you for response. I believe three months is fine, but to do so will require
withdrawing the VIP sponsorship package (signage and logo on reusable tote). Your
company can still have visibility at each concert in the form of a table or booth within
each VIP area and we will still mention the company by name at each venue as
previously offered. Also, I do not see any issue with leaving pictures and references on
your website after our agreement is complete as long as there are no copyright issues
with individual artists.

Regards,

___________

Thank you for getting back. I am in agreement with everything as discussed but would
need the VIP Sponsorship also (signage and reusable tote bag).

Rest everything you sent me including the plan and information about the venues etc.
looks great. As soon as you agree to the VIP Sponsorship, Sonia Ahuja my PA will get in
touch with you to get the contract ready. She will be able to assist you in all the matters,
other than that I am also always available whenever you need to reach out, you know
where to find me.

Thanks again. Excited for the project!

Including the sponsorship is outside of budget and we unfortunately cannot provide

both. Here are two options - either of which I will agree to:

1) $200,000 per month for 3 months = $600,000 + full VIP sponsorshipand other
value add-ons (social media, stage mentions).
-or-
2) $250,000 per month for 3 months = $750,000 + partial sponsorship (presence in
VIP area is desired) and other value add-ons.

Both options include 4 free tickets to each event for you to use or distribute as you see
fit.

I don't think we are that far apart and I would love to see this happen, but I must work
within the budgetary constraints. I would also like to offer - for 6 months after the
expiration of our agreement -our web design services and technical support for your
website launch free of charge. This would be separate from the other agreement and
strictly between LCA and your company (in no way affiliated with the concert events).
We normally charge between $10,000 and $100,000 for this service and want to offer it
as a token of gratitude for working with us.

Regards,

_______

I am happy with the first option.

$200,000 per month for 3 months = $600,000 + full VIP sponsorship and other value
add-ons (social media, stage mentions).

I've informed Sonia about our conversation and she will be in touch with you tomorrow.
We are looking forward to this deal. Thank you for your efforts and patience.

Thank you for agreeing to work with us. I believe we can both benefit significantly from
this partnership. I will look forward to hearing from Sonia tomorrow. Please let her
know we will need a color logo for the totes and signage.

ANALYSIS
according to the communication model I am the receiver and was

playing the role of the Manager at Live8 Art Galleries while negotiating. On the other

hand my partner was my classmate XYZ is a source who was playing the role of Manager

of Internet Development, L.C.A. Inc. This was a negotiation, which took place via email.

The Live8 Art Galleries are a chain galleries located across Turkey. They had purchased

an Internet domain named live8.org. A charitable

organization named live8 is also organizing concerts around Europe and would like to

use the live8.org domain name for three months and technically share a website with

the art galleries. This is the reason for the negotiation-taking place.

After multiple exchanges of emails both parties

agreed on the following.

• L.C.A. Inc. will use the domain for three months and pay the art galleries

$200,000 for each month, which makes it a total of $600,000.

• The Art Galleries will have full VIP sponsorship of events; it would include using

pictures of the event online, signage, social media

mentions, stage mentions and reusable totes with only art

galleries logo on it.

The negotiations were integrative and all throughout

the course of negotiation it was mentioned multiple times that both the companies

wanted the best for each other, and that is the reason even though the art galleries’

main focus is their reputation and they were looking for a lifetime sponsorship with live8

concert events they settled for much less so both parties could mutually benefit and

expand the pie. It was clear on both sides that the situation has to be win-win for all

parties involved.

Although we faced the challenge of not being able

to non-verbally communicate due to the exchange of emails. However, with non-verbal

communication we are able to hear even what isn’t being said. Though non-verbal

communication is also sometimes difficult to interpret as is in my case I am based out of

the US and negotiating with people who are very direct just like how people
communicate in the US is different from what I am used to. I find the negotiations

intimidating in most cases because people are persistent and direct. Which is not how

things are in the UAE. This can

create misunderstandings and sometimes embarrassment in a

negotiation.

In previous negotiations it was much easier to

communicate and negotiate for longer because one is able to base the

negotiations around the non verbal visual cues like facial

expressions, eye contact, nodding, smiling etc. and also paraverbal communication cues

like pauses, tone of voice and voice volume. All these things really help in understanding

during the negotiation how desperate and willing the other party is, and how far it can

all go. With communicating via email it is different. First and foremost it is hard to

understand how willing or unwilling the other person is to settle for what you are

offering them. One cannot see their expressions, eyes-toeye, body language etc.

Moreover, a new stream of research attempts to analyze several components of body

language to detect lies or untrue statements, which was not possible in this case.

The only good thing is for future negotiations that I see with

written negotiations is that, I am very nervous mostly while negotiating, so sometimes I

upswing and I believe that when I negotiated for the used car project the first time my

partner was able to figure that out and lead the negotiation in his favor. So with email

negotiations that can definitely be avoided. Though overall it’s harder to negotiate via

email. It still comes with its own perks.

 In conclusion, researchers investigating computer-mediated negotiations have

found, generally, that negotiating in an electronic environment can be difficult.

However, negotiations using richer communication media, such as in-person or

telephonic interaction which allows for greater transfer of verbal and nonverbal cues,

leads to better coordination, greater information exchange and efficiency, and more

positive outcomes such as satisfaction and trust than

negotiations occurring via email.

Despite these unfavorable findings, email negotiations in

today’s world cannot be avoided. The ways to enhance email

negotiations is to make them more successful. For example, a brief phone call or

engaging in a relationship-building chat prior to the enegotiation has been found to

build rapport and establish the requisite positive feelings that may lead to greater

cooperation and agreement.

Chelsea Peters

BA 322

Role-Play Live8 Negotiation

Partner: Carrie Wallace – Role A; Manager of Internet Development, L.C.A. Inc.

Myself: Chelsea Peters – Role B; Manager of Live8 Art Galleries

This negotiation was conducted entirely through email communication. It was

between my company/shops - Live8 Art Galleries and Internet Development,

L.C.A. Inc. Because I was the owner and purchaser of the domain name Live8.org,

there has been some confusion with my company and that of the Live8 concerts

for “LiveAid” helping those in Africa. But, because my company and role did not

seem keen on what they were doing and how they were assisting those in need,

I quickly corrected anyone that asked if I was connected with this organization. In

a turn of events however, I want to expand my galleries and need a substantial

amount of money in order to do so. $1,700,000 to be exact. And this amount

doesn't factor in the cost originally for the domain name and the design process

for the website. So, when Carrie, the manager of Internet Development L.C.A.

Inc, reached out asking for partial use of my domain for the even she was

hosting, I thought of the business gain I could make from it.

The result was as follows: Live8 Art Galleries will receive $900,000 for

allowing the use of our domain, Live8.org, upon signing of the legal contract

agreement. This will also include an additional $2.00 fee for each ticket purchase

and a $2.00 fee with each merchandise item purchased. These fees will go

directly toward Live8 Galleries and the funds needed for expansion. Live8

Gallery’s website links will be placed on all social media platforms that Internet

Development, L.C.A. Inc. has, as well as donation links to our cause will be

on their sites as well.

There was a bit of “expanding the pie” throughout the email chain.

Backstories and histories were shared with one another, which made it seem
more of an understanding on both sides of the negotiation. We seemed to have

met in the middle leaving the negotiation as a win-win scenario.

There were some unique challenges while negotiating this way.

Communicating via email or anything that is not a face-to-face interaction, there

is a lack of tone. There is not upswinging or down swinging to the words that are

offered because they are not spoken. These would be noticeable if the

negotiation was over a phone call but in this case it wasn’t. There is also the

need to explain everything very clearly and in detail to the other party. Without

tone or a quick question that could be ushered, there is the possibility that the

other party will simply assume the message being conveyed. It can be hard to

understand if the other party is simply being rude or just saying no to what is

being asked. There is a slight need to read between the lines at times, or you

must give all the information that you have upfront so that nothing is

misinterpreted or misunderstood.

Was it hard to convey the message without nonverbal communication?

One thing that was difficult was the implication of tone through written text. For

our case though, it seemed to have worked out very well. There weren't any

hidden tones whether angry or sarcastic. There is also the matter of whether

someone is legitimate or not. For all intents and purposes, I could have been

negotiating with somebody that wasn’t who they said they were. In a real-world

scenario, the first few emails could and should have transpired into phone calls

to verify legitimacy. After the phone calls the emails could have continued.
 Major differences between e-negotiation and face-to-face negotiation

would be that the professionalism is either 100% present or it is entirely gone.

When communicating via email, sometimes there are individuals that will type as

if they are writing a text on their phone to a friend. Other times, snarky

comments can get out of hand and there is a line that can be crossed that is

unprofessional and is obviously angry towards the other person. In the case of

this role-play exercise, both parties were professional and upfront with

explanations when necessary.

What would I do differently when negotiation via e-negotiation? Given

the scope of my role in this exercise, the background I was given was entirely

against working with this other organization based off what their ideology was. I

did not like what this other organization was about or what they were

promoting. If I would have stayed with that entirely, no amount of money would

have been able to sway me. However, I saw that this was a great business

venture and profitable gain. I couldn’t see how this would negatively affect the

art galleries. In order to expand the galleries throughout Europe, there was a

substantial amount of money needed to move forward. In gaining the money

from loaning out the domain, as well as the added money to tickets, merch and

donation links, there is less of a chance of needing to finance or take out loans

from banks.

In a real-life scenario, I would offer the chance of a conference call or a

virtual meeting (depending on locations of the parties) to verify the intent,

professionalism and reality or scope of the negotiation at hand. Also, I would

have had my legal team cc’d on the email chain so that they were aware of what

has transpired, and I could get legal advice along the way.

The emails:

October 15, 2021 at 11:29am

Good morning.
Thank you for responding to my previous email and confirming you are
indeed the owner of the Live8.org website. I am the manager of Internet
Development, L.C.A. Inc. My organization is hosting a concert named Live8
in less than two weeks, and as the event gets close, I have found myself in
a bind so to say. Our organization has obtained one hundred of the
world’s hottest performing artists and groups that will participate in the
event at ten locations around the world. Not only will the event make
musical history, it will also be utilized as an avenue to promote social
justice globally. We are hoping to reach our goal of two hundred million
dollars in proceeds which will be used to alleviate poverty and promote
sustainable development in Africa. Our event and its worldwide support
are being aimed at the G8 countries who happen to be meeting in
Edinburgh, Scotland just four days after the concert. We would like the
world’s richest nations to cancel the debts of the African states, double
current aid packages and provide a fair system of trade laws for
developing Africa’s economy. L.C.A. plays a vital role in coordinating the
event and making sure it runs as smoothly as possible. I have spent the
past year preparing for the concert and have had it completely centered
around our event website at www.live8live.com. Unfortunately, disaster
struck last week, and we were informed a Detroit band named Live8Live
challenged our organizations use of the live8live.com domain. They are
claiming rightful ownership of the domain name and filed suit to stop us
from using domain. They won the suit with a final verdict that we must
stop using the domain one week from today. As you can see, we are in
need of a solution to our domain issue if we want this to be a successful
event. Therefore, with you being the owner the Live8.org domain, I am
reaching out to see if you may consider allowing us to use your domain
for this worldwide event. I look forward to hearing and possibly working
with you in a way that will be valuable for all involved. Sincerely,
Carrie Wallace
October 15, 2021 at 1:41pm
Hello Carrie and good afternoon.

Live8.org is very near and dear to my heart. After an earthquake

destroyed most of my area years ago, I wanted to bring people together.
It was a catastrophe that has scarred my country, and I have to admit,
even myself. My website and the gallery I’m promoting, will be taking this
event and others like it, such as 9/11 and the Madrid train bombings, by
giving artists a stage where they can take all of this loss and destruction
and put it into their work. A place where their creations will be displayed
with the love, care and relatable understanding that they deserve.

It is about survival and finding the hope within the darkness of tragedy.
Finding the self-dependency within our own human courage and
perseverance.

This has been a six-year venture, working from the bottom up. I purchased
the domain rights, spent months on the design process with an expert
designer and will be expanding the chain throughout Europe.

If I allow you to use my domain for your event, I’m afraid that it will give
off the incorrect impression to the public. How can I agree to something
like this with the possibility of losing my own credibility?

Would I be able to maintain what I stand for and the artists’ work based
on a theme of self-dependency when you are promoting an opposite
ideology? How could we both work together on this and what would I
gain from it while also ensuring that my artists’ work gets the recognition
they deserve?

Sincerely,
Chelsea Peters
October 15, 2021 at 3:03pm
Chelsea,

Thank you for getting back to me so quickly. I believe we both could

benefit from working together on this event.
Perhaps you would be interested in becoming a sponsor for the event.
The previous domain we were using had “hits” from 60,000 visitors a day.
We are expecting this number to double every week between now and
the beginning of the concerts. We are relying heavily on the website to
get information to the “virtual” world. We need to immediately obtain a
name that is clear and simple so that we do not disappear from said
virtual world completely. Your domain Live8.org would be perfect in
making this easier for internet wanderers to find our site.

Both organizations are focused on helping those in need and what better
way to do so than joining forces. I do not see this as a way to lose your
own credibility. In a sense we are both utilizing artists to create a message
of love, hope, and social justice. While your artists do promote with self-
dependency, in my eyes, our artists are coming together to have a voice
for those who may not be able to stand up for themselves. Just as your
artists have overcome tragedy that has struck their lives, we are working
to keep tragedy out of Africa. If you decide to become a sponsor, you
would receive global recognition for your aspirations.

Please keep in mind we will not be redoing your website. We just want to
be able to have access so that we can post our event information, allow
patrons to purchase tickets, etc. By doing this, all people that view your
website will see you are a sponsor of this global event. I hope that we can
come to an agreement that will benefit us both.

Regards,
Carrie
October 15, 2021 at 6:06pm
Hello Carrie,

I do still have my reservations on this however, I am not saying no entirely

yet. I would like to have more details and information.

Because you do not want to redo my website, I would like to know how it
will be run, who will have access to run it and I will have the last say on
any design that is offered. As I do understand that this could potentially
increase the views of my artists and the gallery, I would like to also be
able to benefit from an agreement monetarily, as I am currently in the
process of expanding. I would also prefer that all artwork that is used in
the design of your part of my domain, be that of my artists. This way we
promote each other.

Because of what I have learned from my own experience and what you
have mentioned in your previous email, if this were to be something that
we both agree on, I would like it to be done legally and that we both have
a good understanding of all goals and plans going forward.

I appreciate your thoughts and drive for this project.

Thank you,
Chelsea

October 16, 2021 at 11:22am

Hello Chelsea.
I understand your concerns regarding an agreement between our
organizations but can assure you it would benefit all involved. With the
concert approaching quickly, would you be in agreeance to having your
home page be split between your business and ours? This would allow for
those coming to the site to be able to find information regarding both. If
you are in agreeance with this, I am able to offer the following as
incentives:

- You will receive a monetary payment of $200,000 for the domain name
usage for a month period (this will allow the lead up to the concert and a
couple of weeks after so we can monitor the feedback),
- On our other social media platforms, your information regarding your
organization would be listed and a clickable link provided.

Once our concert is over and we have reached the end of the month
period, we can either choose to continue working together or go our
separate ways. I see this as a substantial opportunity for us to grow while
helping others. I look forward to hearing from you soon.

Sincerely,
Carrie
October 16, 2021 at 12:50pm
Carrie,

I appreciate the installments of my site as a link on your other social media

sites, but I would like to negotiate a higher cost for the domain usage. You
anticipate such a high traffic volume to the site, and I believe that alone is
reason enough.

I am currently in the beginning stages of expanding my chain throughout

Europe. I want to open three galleries at once to have a powerful effect.

I would like the following:

- $900,000 for domain usage.

- Donation links for this expansion as well as for my artists on all platforms
with explanations as to what we are promoting.

- A set fee attached to each ticket purchase on the site that goes towards
the gallery expansion fund.- $2.00 on each ticket cost.

- $2.00 on each merchandise item that you sell.

 Thank you for working through this with me.

Hope to hear from you soon.

Chelsea

October 16, 2021 at 1:06pm

Chelsea,

I believe the terms you have brought forth are favorable for both parties.
On behalf of L.C.A. Inc., we will have our legal team draw up a contract
agreeing to a monetary payment of $900,000 for the use of the Live8.org
domain name. The contract will also include the set fee of $2 for each
ticket sold and a $2 fee for each merchandise item sold.

L.C.A. Inc. will remit the $900,000 payment upon the signing of the
contract by both organizations. The fees collected for ticket and
merchandise sales will be forwarded to you within the two weeks
following the concert.

I appreciate your agreeing to work with my organization and look forward

to the possibility of future endeavors.

I will be in touch once I receive the contract from our legal department.

Best regards,
Carrie Wallace
Manager of Internet Development, L.C.A Inc.

Powered by TCPDF (www.tcpdf.org)

This paper will go over the Live8 negotiations between Japdev Nagra, a Manager at L.C.A
Inc. and Mladen Dinic, a managing partner at Live8 Art Galleries. This assignment's
purpose was to experience email negotiation as it presents a completely different
challenge and set of skills needed compared to in-person negotiation. I will go over the
email chain between Japdev and myself, answering questions such as what kind of
negotiation was used and the challenges. The paper will end with the major differences
between e-negotiation and face-to-face negotiation and my learnings from this
assignment.

The results of the negotiations were very straightforward. Japdev

approached me with an offer, and within just a few emails back and forth,
we were able to agree on $300,000 for a onemonth website lease, a direct
charity payment of $150,000 for earthquake relief in Istanbul, and
$50,000 to cover the expenses for my partners and me to visit Edinburgh’s
final event. Also, I was able to get ad space for the art gallery that was
much needed to collect the $1,700,000 needed to expand the business in
Europe.

Before the negotiation began, I spent some time trying to

understand my resistance points and my goals. I felt that Japdev would
not offer $1,700,000 to purchase the website, so I decided to go with
renting it out for a month. Although our website's investment was
minimal, I did not believe they would be willing to pay that much money.

We entered the integrative negotiations once Japdev offered his

first bid, which was $100,000. He did a great job 'expanding the pie" as he
introduced sponsorship, offer to go to the main event, and even donate to
the charity of my choosing. It was not all about the website, and he
understood that from the beginning. It was obvious that charity work
means a lot to me. In the end, I believe that we did end up with a win-win
situation as I received $300K towards my expansion for only a month-long
lease of the website. Besides, I promoted my art galleries and increased
the revenue while Japdev got what he needed, a website for a month.

Some of the unique challenges in this negotiation were no

guidelines or set of rules to follow. I felt that it was an open negotiation
and could turn into a much more detailed and specific deal if we had more
time. For example, I could expand the pie by offering a website for a
certain percent of the donations. I could also ask that a certain percent of
the donations go directly to Istanbul's earthquake victims.

Another challenge in e-negotiation is that you do not know how

the other party feels about the negotiation. Perhaps the offer I accepted
was very low, and Japdev has saved thousands of dollars for his company.
There is no "gut-feeling" during this type of negotiation as you do not see
the person, and they also have plenty of time to read and prepare the
answer.

It was much harder to convey a message without non-verbal

communication. Facial expressions, gestures, and tone of voice are all part
of the negotiation, and without it, I had no idea how the other party felt
about the deal. Using body language, for example, eye contact can make
 or break the negotiation. Experienced negotiators know that raising your
voice at the end of the sentence (uptalk or "upspeak") can turn the in-
person situation to your advantage. During the e-negotiation, this is hard
to do. How do you communicate anger, satisfaction, and sadness via
email?

Also, I found that email negotiation can lead to a broken

communication from a source to the receiver. As I tried to convey my
anger towards Japdev and what he represents, encoding and then
decoding, Japdev as a receiver could take the message completely wrong.

The differences between e-negotiation and face-to-face

negotiations are many. I believe that e-negotiations tend to be more
distributive while in-person tend to be more integrative.

Emotions and empathy can be kept aside during the e-bargaining, which
can cause a win-lose scenario most of the time. The number of non-verbal
cues and rapport built between the parties can lead to integrative
negotiations and expand the pie. I would say that most of the email
negotiations result in an impasse.

In the future, if I ever come upon e-negotiation, the first thing I would do is
recommend

an in-person meeting or a Zoom meeting. If not possible, building rapport

via email by introducing some of the personal background information
could help break the ice and create an integrative negotiation
environment. The concern that will always remain in the e-negotiation is
that the negotiation's length will always be much greater than the in-
person one. Suppose we were to lay out each party's needs, specific
hopes, and goals. Move to identify common goals while brainstorming
solutions – that can take many emails and many days/weeks.

In the end, I learned few things during this assignment:

Benefits:

• Stress during email negotiation is almost non-existent

• Plenty of time to compose an appropriate answer to counter offer

your goals  Depending on the negotiation, the cost of travel can

be saved

Negatives:
 • Bluffing and exaggeration is much more prevalent

• Less preparation as there is no performance in front of the other

party

• Cannot build rapport and future relationship

• Communication challenge from source-encoding-message

channel-decoding-receiver

• Much easier to say "No" which is why most of them do fail

In the future, I would use email negotiations only for distributive

bargaining.