Success Factors in Virtual Negotiations

Abstract

Negotiation is an important aspect of social and economic life. Skilful negotiators can stop wars, achieve a lasting peace, as well as resolve conflicts of various kinds for the benefit of all parties involved. With the onset of the pandemic, the inability of negotiating partners to meet in person, face-to-face, has led businesses and all other economic actors to turn to virtual negotiation applications that can be conducted remotely. The aim of this article is to identify the key success factors of remote negotiations, to show entrepreneurs and other economic actors good practices in this field, as well as to identify those areas in which in-person negotiations differ from virtual ones. The study was of a qualitative nature and consisted of a questionnaire survey carried out on a purposive sample. People for whom negotiation is an important part of their professional life were selected. The main conclusion of the research is that the success factors for remote negotiation are essentially the same as for in-person negotiation, but the latter needs taking more care about technology – both in terms of one’s own skills in operating the equipment and in ensuring adequate quality of the infrastructure.