Successful virtual negotiation: Making the most of digital platforms

While face-to-face negotiations are still preferable as you can read body language, build trust and ensure full participation (just to name a few aspects), today's business reality often requires virtual negotiations. Sometimes Teams or other virtual platforms are our only option. Here's how to maximize the effectiveness of online negotiations:

1. Prioritize video connectivity

Visual cues are crucial in negotiations. Always use video whenever possible - it is the closest alternative to face-to-face interaction and provides valuable insights into your counterpart's reactions and engagement.

2. Structure regular breaks

Screen fatigue is real and can impair judgment. Schedule short, frequent breaks instead of struggling through long sessions. This maintains focus and energy levels for all participants.

3. Promoting inclusive participation

Virtual environments can inadvertently silence lower voices. Create active space for all participants by:

  - Regularly pause for summaries

  - Explicitly invite all participants to contribute

  - Create structured opportunities for feedback

Remember: although online negotiations present unique challenges, thoughtful preparation and deliberate engagement strategies can help you achieve positive results.

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