Negotiating in the COVID-19 pandemic

Abstract

In terms of the Corona crisis, one of the key areas of strategic procurement negotiating have changed significantly. For the past few months, almost all negotiations have been occurring virtually. But it seems likely that even after the end of the pandemic, the entire work environment for purchasing managers will become even more “virtual”. The article provides an overview of recommendations for virtual negotiations in regard to technical set-up, behavior guidance as well as opportunities & risks of multiple communication channels.