ABSTRACT
Considering intercultural issues like differences with homogenous groups is also a component that needs consideration. Ideally, one should consider every negotiation as a cross-cultural exercise that, in addition to the way people interact with each other, adds an important and influential dimension in which rituals have a major impact. Training or coaching can help e-negotiators avoid some of the pitfalls of faulty assumptions, inter-culturally and intra-culturally. Before the start of the e-negotiation process, consider consulting with someone from the “culture” of the other side in the negotiations. Get an understanding of what normally goes on within that ethnic, religious, social, and gender group. Talk to someone who is or has lived through a bi-national experiencesomeone who has lived in the country with which you are about to enter an e-negotiation process. And if you need to, get a translator who can better capture the cultural nuances and language idioms used by your counterpart on the other side of your electronic communication.
