Tactics for Better Remote Negotiations

By Brock Easton, Alerding Castor LLP

COVID-19 has changed the way companies negotiate. Success depends on understanding how to negotiate virtually, since many negotiations will continue to be performed remotely even after pandemic restrictions have receded. In this article, the leader of McKinsey’s negotiation practice shares lessons learned from a year of remote negotiations. His advice includes cashing in on the scheduling advantages of a remote negotiation, tips for how to use virtual tools to simulate in-person negotiation tactics like hallway conversations and backchannels and how to avoid awkward tech failures that can derail the conversation.

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