Adapting Negotiations to a Remote World

Leigh Thompson, professor at Kellogg School of Management at
Northwestern University, studies negotiations to understand the
path to the "sweet spot" where all sides of the table come away
happy. And she says there are more pitfalls on that path when more
of us are working remotely and online. She shares how to overcome
the common traps of virtual negotiations with trust-enhancing hacks
such as E-charisma and language style matching. Thompson is the
author of the book “Negotiating the Sweet Spot: The Art of Leaving
Nothing on the Table.”