Remote negotiations and the Coronavirus challenge

Remote negotiations were always an alternative to face to face meetings, but the social distancing and remote working that the Coronavirus pandemic brought into our lives make remote negotiations more relevant than ever. The Coronavirus pandemic is a global crisis and negotiating during a crisis has its own unique elements to consider.

One of the unique elements of the Coronavirus crisis is that the negotiation teams do not only have to negotiate remotely, but they also have to complete all the activities before and after the negotiation events remotely as well. This means that the team members need to prepare their plan and coordinate their pre and post negotiation actions without physically being in the same room at all.

There are many unknown factors around this particular crisis and this can trigger feelings of stress and panic in both buyers and suppliers. This pressure may lead to poor planning and suboptimum decisions that will create issues for all parties in the long term.