Particularities of the Negotiation Process in Crisis Situations
Abstract:
Crises are extreme, unexpected, and unpredictable events, classified as major or minor, internal or external. At the organizational level, the impact of a crisis depends on how the organization manages the disruption, and those that perceive it as an opportunity to learn may identify new ways of adapting. This paper aims to identify the advantages and limitations of negotiation processes conducted online as a result of a pandemic event. In order to carry out this study, we created an online questionnaire that was applied to specialists in the field. Following the research, we found that during the pandemic, negotiators were forced to negotiate online, due to the context created by the pandemic. However, most specialists mentioned that the idea of only negotiating online during the pandemic was a very good one because it reduced their meeting costs because they would have had to pay for flights to negotiate a face-to-face meeting or to pay for lunches in case of a more important negotiation. Among the disadvantages mentioned by specialists regarding online negotiation, they mentioned that online communication makes it more difficult to present non-verbal cues, as well as technical and security issues.
