How to Negotiate Virtually

How to Negotiate Virtually

Virtual negotiation is one of those things people either love or hate. 

And whether it’s about negotiating for a job or brokering a deal, there’s a lot more of it happening via videoconferencing and email these days. 

One recent study found that we’re significantly worse at reading emotions over email. This is not surprising. And reading emotions (while not betraying them) is certainly important to being strategic during negotiations. 

But for introverts, there might also be an advantage to negotiating virtually. Research shows that introverts typically prefer to communicate by email in conflict situations. It gives them a chance to slow down, speak their mind, and separate themselves from the pressure of the situation. 

One interesting finding by Journal of Applied Psychology authors: using a bigger screen for video negotiation works better. 

And some suggest that hiding your view of your own face can decrease the distraction of self-consciousness.

Just some food for thought if virtual negotiation is a part of your new normal!

By Michael Barros, Managing Partner, Prestige Scientific