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Negotiation in the virtual world

Effective behaviours for global negotiations

Published in Changeboard

Making long distance business relationships work can be extremely challenging but technology has allowed us to overcome these challenges, or has it? We may think that technology can fix everything but as many organisations have learnt, the move towards virtual can equally add complications if not managed effectively.

With businesses becoming more world -wide, there is no avoiding virtual interaction, especially when it comes to global negotiations. In these instances it is crucial, particularly for the likes of recruitment and HR practitioners, to become skilled virtual negotiators. In this article Tony explores the harms virtual can bring about when negotiating and how to use effective behaviours to overcome these.

Tony gives insights into key negotiating behaviours when negotiating virtually:

  • Summarising statements
  • Labelling behaviours
  • Preparation and planning
View article
Related download
Improve your Corporate Negotiation Performance 

Download our benchmark study of some of the world’s largest organisations. Discover their top ten factors for negotiation success. This report is important reading for anyone evaluating their company's negotiation capability and / or considering a skills improvement programme.

Further reading

Are your people negotiating or concession making?
By Huthwaite International | October 21, 2015

How to be persuasive
By David Freedman | September 6, 2017

How to negotiate beneficial deals
By Neil Clothier | December 6, 2017