Hitting the Sweet Spot: Negotiating with the Right Channel at the Right Time

Companies seek guidance on how to enhance their negotiation performance. In this context, research proves that in-time utilization of appropriate negotiation channels leads to better negotiation outcomes. As a result, in multi-channel negotiations the challenge for negotiators is to select the right negotiation channel in the right time. Thus, the correlation and effects of channels needs to be comprehensible for practitioners. To date, research presents a channel typology with strengths and weaknesses. However, research on channel effects and correlations is still a greenfield. Following a literature review covering 30 years of negotiation research, a conceptual framework identifies the effect-mechanism and correlation of negotiation channels. One conclusion is that the underlying negotiation channel today for all negotiations must be electronic as it creates synergy effects with all other channels. An effective negotiation management hits the sweet spot of a negotiation with the right choice of channel in the right time.