Negotiation and Digitalization: Keys for Closing Agreements Successfully in the Digital Age

Description

Negotiations can be very different in nature; for example, face-to-face, in a team, multilateral, incorporating significant multicultural elements, and also those in which the new communication technologies play an important part. In companies and other organizations, negotiations are increasingly conducted online . In this technical note, we analyze the types of online communication within the context of the pairing that permeates our lives: space and time. We discuss what effects the use of technological tools have on negotiators and what principal biases prevail on using them, as well as the strategies that should be employed in online negotiation processes so as to achieve greater success.

Learning Objective

As an academic supplement, when negotiation cases are used where the process is conducted online and, thus, the handling of the technology is relevant for resolving conflicts and creating value.