The advent and tsunami of social media has changed how businesses deal with marketing, sales, business strategy and public relations, among other things. However, negotiation strategy as practiced by businesses and as described by negotiation analysts seems to have ignored the modest to game-changing effects social media can and will have in negotiations and hence in developing winning negotiation strategies.
Surprisingly, negotiators often neglect the potentially critical role of social media — which can derail or even kill promising deals. Yet properly used, this online resource can be a major aid to dealmakers. With an understanding of network structures, digital fluency, and data analytics, we have developed novel capabilities that, when used effectively and ethically, can increase the odds of reaching your target deal. These capabilities significantly improve four traditional aspects of negotiation:
- Learning much more about the interests, perceptions, and relationships of the parties to a negotiation, from immediate counterparts to potentially influential external groups;
- Wielding more effective influence, both directly (at the table) and indirectly (away from the table);
- Working to mobilize potential supporters; and/or
- Deterring and neutralizing key opponents.
We’ve recently designed, presented, and recorded three webinars that dramatize these points via diverse and compelling case studies — each with a 30 minute case presentation followed by 30 minutes of stimulating audience Q&A. Our goals are not only to inform and entertain, but to provide actionable insights to enhance your negotiations. We invite you to view these webinars at your leisure. |