כלים פרקטיים לניהול אפקטיבי של משא ומתן וירטואלי

In the current epidemic era, most of us have been forced to move many of our negotiations online. Many negotiators are still trying to use the known strategies and simply move them virtually; however, virtual negotiations require very different strategies, preparation and application. In this paper I review the four types of virtual platforms that exist, highlighting the advantages and disadvantages of each given the purpose of the negotiation. I then discuss the importance of preparing an effective virtual negotiation process that not only focuses on maximizing our interests but attempts to build effective relationships. To further illustrate this point, I focus on one type of virtual platform – video-conferencing. Using examples and a practical ״check-list ,״I demonstrate how one can prepare and implement such a relationship building process. Moreover, I offer a framework to manage emotions and conflicts in virtual negotiations. In today׳s ever changing economic markets, knowing how to conduct effective virtual negotiations may become one׳s competitive advantage.