The current health and business environment is very likely to increase virtual negotiation. Are you ready? We'd like to share some pointers on how to proceed in the new world.
To start, a study of email, telephone and face-to-face negotiation (published in Harvard Business Review) notes the following:
No surprise but the best outcomes for both sides were reached face-to-face
On telephones, it was more win/loss where one party ended up with a significantly better outcome
Email negotiation had the highest level of impasse (50% vs 19% face to face)