efore you even start on the Web, write down your own ideas. Think about your goal, the information you need to gather and the best way to proceed. Search the Web for information, sources, and evaluations of the commodity you're preparing to buy.

After gathering information, put together a Matrix of Issues and Settlement Ranges. Establish the most important issues to you. If you can't reach your goal through e-negotiating, how else can you reach the goal? If there are other ways, you have more leverage. Develop a strategy and determine if a time limit is required. If so, set one.

Now you are ready to begin negotiating.

Launch your strategy. Will you send out e-mails to a variety of sources at the same time, or will you wait for replies? How long will you wait for replies? When you receive answers, will you launch into an e-mail dialogue attempting to clarify or modify the answers? Will you place your order over the web?