Prof. Dr. Markus Voeth, Prof. Dr. Uta Herbst and Dr. Iris Pöschl publish the results of their scientific study on the opportunities and limitations of digital negotiation by German managers in the June 2021 issue of Harvard Business Manager.
Digitalization is fundamentally changing business processes in companies. For example, digital technologies are increasingly shaping the way negotiations are conducted between companies. In addition, the Corona pandemic has given digital negotiations an enormous boost. Whereas only 14% of negotiations were conducted digitally before the start of the pandemic, today the figure is 73%. The authors come to these and other exciting conclusions in the current study with German negotiation practitioners.
The study, which is based on a large-scale online survey, provides an overview of experiences in and with digital business negotiations and also delivers concrete recommendations for action to professionalize this new form of negotiation and use it successfully in the future.
Further information on the article can be found here: https://www.manager-magazin.de/harvard/digitalisierung/wie-digitale-verhandlungen-erfolgreich-sind-a-4ebd85a7-0002-0001-0000-000177421315?context=issue