Online Negotiation
What is an Online Negotiation?
An online negotiation (remote negotiation) is a negotiation conducted over a distance via a video or digital channel. Technology, the lack of presence, and reduced nonverbal signals shape it.
Online Negotiation in Detail
Online negotiations via video conference have become firmly established. They save time and travel and make negotiations over a distance possible, but they place their own demands. The greatest challenge: personal, physical contact is missing, nonverbal signals are reduced, and building trust and relationship is harder. In addition, technical problems, distractions, and a harder-to-read counterpart can influence the course. Success factors are good technical preparation (a stable connection, image, sound, light), deliberate relationship work (some time for the personal, a clear look into the camera), a clear structure and facilitation, and particular care in active listening and in securing understanding. Breaks and messages outside the video round can also be used deliberately. Those who master the particularities of the remote negotiation can negotiate just as successfully online as on site – provided they consciously compensate for the missing physical presence. Related is the telephone negotiation, in which the image is additionally missing.
In practice, online negotiations have their own rules: the nonverbal exchange is limited, eye contact and body language are harder to read, and technical disruptions and distractions come on top. At the same time, they offer efficiency, save travel, and allow you to use notes and documents discreetly. Success factors are a professional setting with a stable connection, good image and sound quality, suitable light, and a quiet background, as well as a deliberate look into the camera. In terms of communication: speak more clearly and in a more structured way, summarize more often, deliberately steer breaks and speaking turns, and actively clear up misunderstandings. Building relationships is harder, which is why informal small talk and attention are especially important. Those who master the technology and compensate for the distance through clear communication can negotiate just as successfully online as in person.
What matters in Online Negotiations?
The online negotiation transfers the negotiation to video or digital channels. Success factors are stable technology, deliberate relationship work despite the distance, a clear look into the camera, a good structure, and especially careful active listening and securing of understanding.
Online Negotiation – Examples in Practice
Two companies negotiate a contract via video conference. A negotiator takes a little time for the personal at the start to build relationship. A team sets up technology, light, and sound before the remote negotiation.
Online Negotiation: Key Features at a Glance
- Definition: a negotiation via video/over a distance
- Challenge: missing presence, less nonverbal
- Technology: stable connection, image, sound, light
- Relationship: build it deliberately over the distance
- Related: telephone negotiation
Related Terms
Would you like to negotiate confidently online? We support you with our Online and Telephone Negotiations seminar.
Online Negotiation: Frequently Asked Questions
What is an online negotiation?
A negotiation conducted over a distance via a video or digital channel – with the demands of a negotiation plus digital technology.
What is the greatest challenge in remote negotiations?
The missing physical contact and the reduced nonverbal signals – building trust and relationship is harder.
How do you negotiate successfully online?
With stable technology, deliberate relationship work, a clear look into the camera, a good structure, and especially careful active listening and securing of understanding.
How does it differ from the telephone negotiation?
In an online negotiation, the counterpart is visible via video. In a telephone negotiation, the image is additionally missing, so that only the voice carries.