The Effects of Structured Planning on Business Virtual Negotiations after the Pandemic

Abstract

Covid-19 coronavirus pandemic has brought with it the need for the reinvention of human beings in virtually every area of knowledge. New paradigms and challenges, such as social isolation and urban mobility restrictions, are being overcome with innovations arising from the need to overcome the economic adversity caused by the pandemic, bordering on collapse on a global scale. In this context, developing negotiation skills as a mechanism of social interaction has never been more necessary in the so-called Age of Innovation as a peaceful method of dispute settlement. In this article, we analyze the challenges of distance negotiation through a non-parametric analysis of N=733 Brazilian business negotiations, with a confidence interval of 99 percent. The results indicate statistical significance in the planning and effective structuring of the negotiation. The analysis of primary data and discussion complements the present work. Ultimately, we present best negotiation practices recommendations useful to negotiators, scholars, academics, decision-makers, and other interested parties.