What are some innovative ways to use negotiation in a digital or virtual environment?

I’d really think always of the Content, whether on face-to-face or virtual, negotiations is about bringing content and value to your prepositions, you don’t necessarily have answers to each and every topic but ensuring proper listening, adequate use of the allocated time, bringing the right debate on important topics and let go of others is really of importance. Having this said, I always recommend exchange of material prior the calls for the topics to be discussed like commentaries, clarifications and others and not to consume the call in such. Leave the call for the decisions making as much as possible. Also propose documentation and demonstration through visuals helps making the point rather than only talking on blind screens.

In the era of remote work, we have lost the opportunity for in-person communication. Fortunately, it can be compensated for (not completely) by using chats, calls, and emails. However, it's important to use each communication channel where it's most appropriate. For reminders and clarifications, a regular call is suitable. For negotiations on important topics, where it's necessary to get acquainted, discuss crucial matters, and understand the other party's reaction, it's better to use video meetings. When discussing a large amount of data, it's essential to follow up, where agreements and the information you've discussed will be documented. Without them, your interaction may lose structure and fail to achieve the results you expect.

VIRTUAL / DIGITAL Negotiations Post covid while most of the jobs have gone remote and online with high level of efficiencies, negotiations beg to differ. In depth and technical negotiations can be challenging in this virtual pattern. It lacks directives, hints, cues, big time that otherwise would have complimented your negotiation process. So how and where do u look for hints. Well over a call or in your PPT or an email you need to be “PASSIVE AGGRESSIVE” Meaning you need to showcase your story in an elaborate and bigger story, keeping it crisp and to the point. Telling a good story in a bit stretched way without losing your focus and getting carried away is a skill. You need to develop or enhance it to fit the virtual world - ??

The decisive factor for communication is always how much information is transmitted. ??When negotiating by mail, trust decreases, threats are demonstrably more frequent, emotions are more difficult to recognize, and the potential for escalation increases. ?? Negotiating by phone is more substantial, but by video you get even more information from your counterpart (e.g., posture, body language). ?? However, video also lacks many signals compared to a face-to-face conversation and you don't get the whole picture. If your goal is to develop joint perspectives in negotiations, to negotiate cooperatively, and to realize value creation potentials, it is better to conduct at least the first negotiation in presence.

Incorporating personal connections through phone calls or arranging in-person meetings during upcoming travel plans is a valuable strategy. Building trust is essential in negotiations, and these direct interactions can help compensate for the limitations of virtual communication, fostering a deeper understanding of emotions and intentions. Utilizing various channels ensures a well-rounded approach to effective negotiation.

Video Record and Review: Record negotiation practice sessions and review them with a coach or mentor. This allows for a detailed analysis of body language, tone, and negotiation strategies.

Use adaptive VR environments where you can modify the virtual negotiation space in real time, creating different settings or conditions to influence the negotiation dynamics.

During contracting virtually, specially when there are some calculations needed , performing those calculations separately can consume a lot of time . Going back and forth asking about small numbers and rationales behind can take very long time , discussions and cause a lot of misunderstandings. Preparing a small draft and joining a special call for this step can be the best practice to shorten this time and align quickly on figures or terms in the agreement . The more frequent this step is , the more flexible the negotiation will be.

With the advent of Chat GPT and Generative AI tools there are options to deploy AI in negotiations for faster win-win outcomes, including from experts like Nibble Technology and Pactum