Executive Summary
Are virtual negotiations more or less effective at creating value for counterparties? The picture is mixed. Negotiating virtually tends to leave parties with poorer objective results and feeling less warmth and trust toward one another. Moreover, according to a meta-analysis conducted in 2002, group decision-making was proven to be less effective, less satisfying, and more protracted when groups did not communicate face-to-face. When it comes to email we tend to be less cooperative. If virtual negotiators face additional barriers to finding joint gains, the…
