Business and Economics

Virtual Negotiation

An Optimal Approach to Online NegotiationsBy Jutta Portner

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Length7h 40m

About this audiobook

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!

Psychological Virtual Reality Futuristic

Audiobook details

GenreBusiness and Economics

Length7 hrs 40 mins

Narrated byListen with 1,000+ voices

FormateBook with Audio

Publish dateJun 30, 2024

LanguageEnglish

1A Word from the Author

2How this Book Is Structured

3Online Negotiation: Is It Even Possible?

4CHAPTER 1. Why Negotiating Online Is Different than in the Offline World

5We are exhausted: Too many stimuli, all at the same time

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6We get distracted: Another incoming email here, another phone call there

7We are constantly online: There’s barely any time to catch our breath

8We get lost in the complexity and disengage

9We are suspicious: Who is reading along? Who is listening in?

10CHAPTER 2. What Does Maslow’s Hierarchy of Needs Have to Do with Online Negotiations?

11Physiological needs: To hear well. To see well … and much more

12Safety needs: So much to discuss. So much technology … HELP!

13Social needs: Team spirit? Online? More lone wolves than ever

14Esteem needs: Notice me … please!

15Self-actualization: Activate and encourage a desire to create

16CHAPTER 3. Well-Equipped from the Start – Successful Preparation for Online Negotiations

17Tip #1: Decide first! Auction or negotiation? Virtual or in person?

18Tip #2: The new way to prepare for a negotiation: Close to the negotiation process

19Tip #3: Less is more: Limit the number of participants

20Tip #4: The shorter the better: Limit the number of sessions

21Tip #5: Time to focus: Actively plan breaks

22Tip #6: Safety first! Minimize security risks

23CHAPTER 4. So Close and Yet So Far – Communication in Remote Negotiations

24Tip #7: Getting in touch – Keeping in touch

25Tip #8: Making small talk online

26Tip #9: Establishing the rules of communication

27Tip #10: Summarizing. Summarizing. Summarizing!

28Tip #11: Ensure internal team communication

29Tip #12: Have the courage to also show your emotions virtually

30CHAPTER 5. Making the Most of It – Overcoming Limitations in Body Language

31Tip #13: Don’t speak into the void: Turn your camera on

32Tip #14: Focus on you, the negotiator! Being in front of the camera

33Tip #15: Spot on! The right light

34Tip #16: Boost your online impact through good virtual body language

35Tip #17: The tone sets the tune: Your voice on the microphone

36CHAPTER 6. Yes, It’s Possible!

37Exerting Influence in Virtual Negotiations

38Tip #18: Develop the suitable dramaturgy

39Tip #19: If you want to cooperate and seek a win-win situation

40Tip #20: If you want to win and work with tricks

41Tip #21: When difficulties arise online

42CHAPTER 7. Never Lose Sight of the Big Picture – The Fundamental Rules of Virtual Negotiation

43Tip #22: Leading right from the start: Utilize the first-mover advantage

44Tip #23: Know your technology

45Tip #24: Miro, Mural, Conceptboard: Use collaborative tools to visualize key content

46Tip #25: Lighten the load: Make use of co-facilitation

47Conclusion – Virtual negotiation isn’t worse. It’s different.

48THANKS

49APPENDIX

50About the Author

Series

Dein Erfolg

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