Covid has changed the way companies should negotiate. Today all traditional deal terms are up for grabs and it behooves negotiators to carefully reevaluate their assumptions, assess their industries, prioritize their asks, and involve key stakeholders more deeply than ever before. Success also depends on understanding how to negotiate virtually, since many negotiations will continue to be performed remotely even after pandemic restrictions have receded. The leader of McKinsey’s negotiation practice shares lessons learned from a year of remote negotiations. His advice includes cashing in on the scheduling advantages of a remote negotiation, tips for how to use virtual …
