Virtual communication is extremely powerful to develop negotiations if the taxonomy, stages and processes are designed based on the characteristics of the medium.
Virtual negotiations structurally differ from personal negotiations because they lose part of the energy provided by the “person to person” processes. Functionality needs to prevail in each stage of a virtual negotiation process.
In virtual negotiations it is necessary to divide the stages into physical divisions. Meaning that each stage needs to be closed, confirmed and matured before starting the next stage. The use of unicist business objects becomes necessary.
This implies a step by step process which demands successive meetings. These meetings are much shorter than personal meetings but need to be preceded and followed by the use of objects and allow preparing and confirming the functionality of what is being agreed upon.
This implies preparing the negotiation using gravitational objects and catalysts. During the meeting it is necessary to use drivers to empower the negotiation and then, after the negotiation, the use of inhibitors and entropy inhibitors becomes necessary.
In the real world there are few people who really can negotiate. Most of the people can buy, sell or make compromises. Virtual negotiation is only possible if both parts have the personal ability to negotiate which is given by their capacity to manage complementation conflicts, authority conflicts and involution conflicts.
The use of virtual media opens the global world to negotiations and saves an enormous amount of energy and costs. It requires respecting the archetypes of the different cultures and negotiate based on the nature of the objectives that need to be achieved.
It is a new stage in business that requires adopting a new technology.
NOTE: The Unicist Research Institute was the pioneer in complexity science research and became a private global decentralized world-class research organization in the field of human adaptive systems. http://www.unicist.org