Negotiating by video-conference, such as Zoom or MS Teams, has recently become more common. When reviewing the on-line literature on this subject it became apparent that there is less research available about how to conduct a video negotiation. But there are a few lessons that might be helpful:
- Video-conference negotiations are more similar to telephone negotiations than they are to email negotiations.
- In a video conference you are setting the stage and framing the image you want to convey. For this reason it is important to prepare the scene.
- Marshall Bright observed that the most important thing you can do to help video-conferences succeed is to figure out your strategy before you start.
- Technical difficulties are to be expected; practice using the conference apps before your negotiation begins. Don’t let glitches throw you off balance.
- Video increases the chances to send unwanted signals.