Negotiation in the virtual world

Effective behaviours for global negotiations

Published in Changeboard

Making long distance business relationships work can be extremely challenging but technology has allowed us to overcome these challenges, or has it? We may think that technology can fix everything but as many organisations have learnt, the move towards virtual can equally add complications if not managed effectively.

With businesses becoming more world -wide, there is no avoiding virtual interaction, especially when it comes to global negotiations. In these instances it is crucial, particularly for the likes of recruitment and HR practitioners, to become skilled virtual negotiators. In this article Tony explores the harms virtual can bring about when negotiating and how to use effective behaviours to overcome these.

Tony gives insights into key negotiating behaviours when negotiating virtually:

  • Summarising statements
  • Labelling behaviours
  • Preparation and planning
View article

Download our benchmark study of some of the world’s largest organisations. Discover their top ten factors for negotiation success. This report is important reading for anyone evaluating their company’s negotiation capability and / or considering a skills improvement programme.

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By | 2017-10-10T10:23:03+00:00 October 25th, 2016|Categories: Sales, Sales articles, Learning & Development, L&D articles|Tags: , |
Tony Hughes, CEO, Huthwaite Group of Companies
Huthwaite's CEO, Tony actively promotes the cause for sales and service excellence, and is part of the judging panels for the National Sales Awards and The National Business Awards. In recognition of his outstanding contribution to Sales and Marketing, in 2010, Tony was presented with the inaugural ISMM Lifetime Achievement Award at The British Excellence in Sales and Marketing Awards.