april 2020

Negotiating without a table

Door Drew Gallaher

Terug naar inzichten

Negotiating without a table

april 2020 Door Drew Gallaher

Terug naar inzichten


An in-depth look at how to approach negotiating when you aren't sitting across a table from your counter part. What is the impact of 'e-negotiating'? What is the best virtual platform to choose? What are the psychological implications and risks to avoid?

People refer to negotiation as both a science and an art; and it is both. There is a pure logic to every negotiation and there is an art to it because you negotiate with people. This results in a need to truly understand the subtleties of human communication surrounding nonverbal messages, soft exposing language, instinct and intuition, in order to get inside the other party’s head.

However, what if the science and art of negotiation are forced to occur in the virtual world where the bandwidth for communication is greatly reduced, sometimes down to zero? What happens when many negotiation norms no longer apply, and how do we virtually negotiate when communication cues are minimized? Virtual negotiations are neither better nor worse; they are simply different, and once we understand the science behind why they are different we can adjust our approach and excel in the arts of virtual negotiation appropriately.

COVID-19 and social distancing have made the need to negotiate remotely an imperative, and have also made in-person negotiations difficult to impossible in the short term. This short thought piece will explore the science and art of virtual negotiations, and what you as a negotiator should consider when engaging in negotiations without the benefits of sitting at a table.

If you are interested in learning more about this topic, please download our report on virtual negotiation, Negotiation without a table, below.   

Voer uw gegevens in om het rapport in het Engels te downloaden.

Drew Gallaher