Negotiating in a traditional form (eye to eye) we have access to a whole range of verbal and non-verbal messages. By communicating personally and being able to observe the body language of our interlocutors in addition to the verbal message, we have a slightly easier task. Not only do we hear, but we also see the other side’s reaction to our words.

When conducting a telephone conversation, we have much less opportunity to observe, but all the time the tone of voice or the speed of speaking help us guess how the person on the other side is oriented towards us.

The most difficult, in terms of the scope of messages, is in online negotiations, i.e. when exchanging e-mail correspondence.

Here, the only available clues illustrating the mood of our negotiating partners are possible exclamations, question marks, bolded or underlined text and emoticons (if someone uses them).

Communication by e-mail is fast, factual and literal. However, it lacks finesse or room for discussion.

It is very useful for:

• exchange of short messages,
• setting a calendar / schedule
• confirmation of arrangements.

However, its impersonal nature often prevents progress. It is also more difficult (than in eye-to-eye meetings) to develop new solutions (expanding the pie) or get out of the impasse.

Looking for the good sides of online negotiations, we can see that this way of communication:

• gives arrangements „in writing”, which somewhat formalizes them even in intermediate phases
• limits the „talkativeness” of some participants in the negotiation process
• It allows us to cool down and reply / write a response after thinking about it, preventing the „spontaneity” that sometimes appears in conversations

Source: https://poradniknegocjatora.pl/negocjacje-on-line-dobre-i-zle-strony/