/ NAP - Research

Digital communication techniques

In practice, so far, mostly standardized negotiations with little volume have been conducted via digital communication systems such as video conferences or telephones. Because digital negotiations can lead to a loss of trust, this can have a negative effect on the negotiation process and the outcome. In the past few years, the COVID-19 pandemic has meant that all negotiations, no matter how important, have had to be done online. Research shows that this trend will continue and that even complex negotiations will continue to be conducted via digital communication media in the future. This raises the question of how digital negotiations should be designed to avoid potential disadvantages through digital communication media. In this context, the NAP has already examined the effects of using the camera function in digital negotiations and how previous acquaintance between the negotiating partners affects digital negotiations.