HBR IdeaCast Adapting Negotiations to a Remote World
Aug 4, 2020
Leigh Thompson, a negotiation expert from Kellogg School of Management, dives into the complexities of remote negotiations. She discusses pitfalls in virtual settings and introduces concepts like 'e-charisma' to enhance trust and communication. Thompson emphasizes the importance of a personal touch and emotional connection, highlighting strategies to navigate digital interactions effectively. Listeners will learn how to avoid common traps and find that sweet spot in negotiations, ensuring everyone leaves happy.
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Virtual Negotiation Difficulty
- Virtual negotiation is harder due to loss of information and context.
- It removes some of the emotional aspects of negotiation.
Virtual Barriers
- Use virtual barriers like email if you have a weaker position.
- This extra preparation time can work to your advantage.
Schmoozing Study
- A study showed that five minutes of non-business socializing before email negotiations led to better outcomes.
- Schmoozing increased trust, agreements, and win-win deals.
