Virtual Negotiation : An Optimal Approach to Online Negotiations / Jutta Portner.

Format:

Book

Author/Creator:

Portner, Jutta, author.

Series:

Dein Erfolg Series

Language:

English

Subjects (All):

Virtual reality.

Teleconferencing.

Negotiation.

Physical Description:

1 online resource (257 pages)

Edition:

First edition.

Place of Publication:

Offenbach : GABAL, [2024]

Summary:

Mastering the Next Online Negotiation with Confidence!Negotiating online presents its own set of challenges. You find yourself speaking into black holes when the other party hasn't turned on their camera, receiving no feedback on facial expressions. Does the other party even understand your proposal? Is anyone even listening? And if so, who? Or perhaps the connection doesn't even establish, or it drops out midway. Even for experienced negotiators, this new mode of negotiation is fraught with uncertainties. We haven't yet developed sufficient expertise in remote negotiation.But did you know that major corporations are already closing billion-dollar deals via platforms like MS Teams & Co.? Online negotiations will continue to be part of our future, as they save resources such as travel time and expenses.Learn how to adapt your negotiation skills to remote settings, how to handle interruptions like emails, calls, video, and audio disruptions that disrupt the flow of negotiation. Gain sovereignty in the face of adverse circumstances and make this new core competency your own.The book by negotiation expert Jutta Portner is aimed at anyone who no longer negotiates solely face-to-face. Become a virtual negotiation pro!

Contents:

Intro

A Word from the Author

How This Book is Structured

Online Negotiation: Is It Even Possible?

CHAPTER 1. Why Negotiating Online is Different than in the Offline World

We are exhausted: Too many stimuli, all at the same time

We get distracted: Another incoming email here, another phone call there

We are constantly online: There's barely any time to catch our breath

We get lost in the complexity and disengage

We are suspicious: Who is reading along? Who is listening in?

CHAPTER 2. What Does Maslow's Hierarchy of Needs Have to Do with Online Negotiations?

Physiological needs: To hear well. To see well ... and much more

Safety needs: So much to discuss. So much technology ... HELP!

Social needs: Team spirit? Online? More lone wolves than ever

Esteem needs: Notice me ... please!

Self-actualization: Activate and encourage a desire to create

CHAPTER 3. Well-Equipped from the Start - Successful Preparation for Online Negotiations

Decide first! Auction or negotiation? Virtual or in person?

The new way to prepare for a negotiation: Close to the negotiation process

Less is more: Limit the number of participants

The shorter the better: Limit the number of sessions

Time to focus: Actively plan breaks

Safety first! Minimize security risks

CHAPTER 4. So Close and Yet So Far - Communication in Remote Negotiations

Getting in touch - Keeping in touch

Making small talk online

Establishing the rules of communication

Summarizing. Summarizing. Summarizing!

Ensure internal team communication

Have the courage to also show your emotions virtually

CHAPTER 5. Making the Most of It - Overcoming Limitations in Body Language

Don't speak into the void: Turn your camera on

Focus on you, the negotiator! Being in front of the camera

Spot on! The right light.

Boost your online impact through good virtual body language

The tone sets the tune: Your voice on the microphone

CHAPTER 6. Yes, it's possible!

Exerting Influence in Virtual Negotiations

Develop the suitable dramaturgy

If you want to cooperate and seek a win-win situation

If you want to win and work with tricks

When difficulties arise online

CHAPTER 7. Never Lose Sight of the Big Picture - The Fundamental Rules of Virtual Negotiation

Leading right from the start: Utilize the first-mover advantage

Know your technology

Miro, Mural, Conceptboard: Use collaborative tools to visualize key content

Lighten the load: Make use of co-facilitation

Conclusion - Virtual negotiation isn't worse. It's different.

THANKS

APPENDIX

About the Author

Endnotes

Image credits

Index

Bibliography.

Notes:

Includes bibliographical references and index.

Description based on publisher supplied metadata and other sources.

Description based on print version record.

ISBN:

9783967404470