Next-Level Negotiating (HBR Women at Work Series)

6

How to Negotiate—Virtually

by Hal Movius

An increasing number of dealmakers were connecting through digital tools even before the Covid-19 pandemic. Video technologies, low-cost teleconferencing, and digital collaboration platforms have all become efficient ways for teams to prepare together and to negotiate with counterparts.

What does research tell us about virtual negotiations? Are they more or less effective at creating value for counterparties?

The picture is mixed.

First, the bad news: Negotiating virtually tends to leave parties with poorer objective results and feeling less warmth and trust toward one another.1 Moreover, a meta-analysis conducted in 2002 suggests that group decision-making is less effective, less satisfying, and more ...