How to negotiate in a digital way

How do you negotiate if you cannot touch and see each other? For years, the answer would have been: ‘don't’. However, these days, many of us do not have a choice. If you look at the research in e-negotiations – negotiations via e-mail – you clearly see a negative impact both on the negotiation relationships as well as on the negotiation results. There is much less trust, much less information exchanged, much less value creation, and much less mutual understanding.

However, what about negotiations via a screen, by means of Zoom or Teams? Typically, these are considered richer because you do have visual and verbal cues. But here as well, there are a number of challenges. In this ‘Business Watcher’ video, Vlerick Professor Katia Tieleman shares her insights and tips on how to tackle them.

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