Hal Movius in Harvard Business Review
For the past few months, almost all negotiations have been occurring virtually. But even before Covid-19, an increasing number of dealmakers were connecting through digital tools. Video technologies, low-cost teleconferencing, and email 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.