Key negotiating behaviours when negotiating virtually.

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

Tony gives insights into the following key negotiating behaviours:

  • Summarising statements
  • Labelling behaviours
  • Preparation and planning
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Tony Hughes, CEO, Huthwaite Group of Companies. Published in Changeboard