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Printable Handouts
Navigable Slide Index
- Introduction
- Background
- Workplace, personal & virtual negotiations: What do we know?
- What is the Sweet Spot?
- Why we need Sweet Spot hacks
- Virtual negotiations
- Why virtual communication is not the same as in-vivo
- Virtual communication
- Sweet Spot hacks for the virtual life
- This is your brain on virtual communication
- Agree on the process before talking substance
- The value of a virtual handshake
- Your picture is worth 1000 words
- Mirror, mirror on the wall
- P-Charisma vs. E-Charisma
- Sweet Spot hacks for the virtual life
This material is restricted to subscribers.
Topics Covered
- Workplace, personal and virtual negotiations
- The Sweet Spot
- Sweet Spot hacks for virtual life
Talk Citation
Thompson, L. (2021, April 28). Negotiating the sweet spot: virtual negotiations [Video file]. In The Business & Management Collection, Henry Stewart Talks. Retrieved December 3, 2024, from https://doi.org/10.69645/TUUJ4791.Export Citation (RIS)
Publication History
Negotiating the sweet spot: virtual negotiations
Published on April 28, 2021
19 min
Transcript
Please wait while the transcript is being prepared...
0:00
Hi, I'm Leigh Thompson.
I'm a professor at the
Kellogg School of Management.
I'm here to talk about
insights from my book,
Negotiating the Sweet Spot:
The Art of Leaving
Nothing on the Table.
0:16
I got interested in research on
non-face-to-face
interaction when
more and more of my
business students, clients,
and colleagues told
me that they are
increasingly negotiating
really important
things like jobs,
houses, business acquisitions,
all in the absence of actual
physical interaction.
I know the COVID-19
pandemic forced everyone
to learn how to improve
their own ability to
communicate virtually.
Let's get started.
0:48
Workplace, personal, and
virtual negotiations.
What do we know?
Anytime you can't
get what you want
without the cooperation
of other people,
you are by technical
definition negotiating.
This means that
on any given day,
we are negotiating in business,
personal life, and
increasingly by virtual means.
What does the research tell
us about how well people
navigate negotiations in
these three key domains?
Unfortunately, most
people are not making
the most of their
negotiations in business,
in personal life, and in
virtual communication.
1:32
What is the sweet spot?
Now look, I'm not
saying that people are
crashing and burning at
the negotiation table
in their homes,
businesses, and Internet space,
but rather they are
missing the sweet spot.
What is the sweet spot?
Consider a corny story that has
relevance for negotiation
in relationships,
the workplace, and
in virtual life.
Let's imagine that there are
two siblings who are
in business together.
Now in this situation,
they are quarreling
over a single orange.
Both want the orange and this is
threatening their relationship
and their business.
Let's also imagine that they are
trying to have this
argument via email,
meaning they are
not face-to-face.
Sounds like a perfect
storm, right?
Well, they quickly
decide to preserve
their relationship and
cut the orange in half.
One squeezes out the juice
and throws the peel away,
the other carefully zest
the peel and throws
the juice away,
and then the garbage
truck comes and goes.
It is only then that
they realize that
they completely missed
the sweet spot solution.
In this case, they should have
carefully removed the
peel from the juice
and both would have
been much happier.
What's my point?
In our virtual interactions,
we often cut the orange
in half and miss
the sweet spot that is
right in front of us.
Today I'm going to
talk about hacks for
finding the sweet spot
in virtual negotiations.