Mastering Virtual Negotiations
“Can you hear me?”
“I can’t hear you!”
“Can you see my screen? I’m trying to share it.”
Those are three (of many) statements we’ve all heard an unlimited number of times when attempting to conduct an online meeting. I did a study with World Commerce & Contracting, a nonprofit organization with 80,000 members globally, to poll 7,000 people and found that about 70 percent of commercial negotiations are conducted virtually.1 We also learned about 41 percent of these electronic negotiations are conducted via email. Live, face-to-face negotiating is becoming less and less common as more people turn to virtual negotiating. ...
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