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Digital Negotiation: Definition & Use Cases

The Scotwork Team

Technology has revolutionised the modern business world. From communication and collaboration to sales and marketing, digital tools have impacted every aspect of companies' operations. 

The digital revolution has also influenced how businesses negotiate, with more companies now relying on virtual tools rather than traditional forms of communication. In fact, a recent survey revealed that 67% of 18-34-year olds prefer technology to face-to-face negotiations.

This blog will explore the differences between digital and face-to-face negotiations, the advantages of negotiating digitally, and how Scotwork can provide negotiation training to help your business navigate this new landscape.

What are Digital Negotiations?

Digital negotiations use online platforms and tools to carry out meetings and reach agreements. This enables professionals to communicate and negotiate remotely instead of relying on traditional face-to-face meetings.

What Tools Are Available to Negotiate Digitally?

Companies can use a variety of tools to support digital negotiations and improve the overall efficiency of the negotiation process. This includes:


Video conferencing platforms

Platforms like Zoom and Google Meet allow parties to interact face-to-face and mimic the experience of in-person meetings.

Collaborative tools

Tools like Asana and Google Docs allow companies to share, edit, and collaborate on documents in real time. This helps participants manage negotiation tasks and deadlines efficiently.

Instant messaging apps

like Slack or Microsoft Outlook allow professionals to communicate asynchronously and continue discussions outside of scheduled meetings. These platforms also track discussions and keep an accurate log of discussions.

Electronic signature software

Software like DocuSign and Adobe Sign allows parties to sign documents and contracts electronically. This streamlines the closing process and provides a secure way to finalise agreements without the need for printing or posting out documents.

Differences Between Digital and Face-to-Face Negotiations

The most obvious difference between digital and face-to-face negotiations is that the parties are not physically present when negotiations take place virtually.


In face-to-face negotiations, people often rely on facial expressions and body language to interpret the other person’s intentions and strengthen relationships. There are fewer physical cues in digital negotiations. This means the participants may require more obvious communication to establish understanding and rapport during the negotiation process.

What are the Advantages of Negotiating Digitally?

Digital negotiations offer several benefits which make them attractive in today’s business landscape. Let’s look at some of the key advantages of negotiating digitally:

Remove global barriers

Digital negotiations break down geographical barriers, allowing companies to negotiate with clients and partners around the globe without the need to travel. This saves valuable time and resources while allowing for more frequent and efficient negotiations.

Flexible scheduling

Digital negotiations allows businesses to negotiate from anywhere which eliminates the need for travel. This flexibility makes it easier to organise negotiation discussions and accommodate busy work schedules.

Record of negotiations

Digital negotiation platforms also provide a documented record of the negotiation discussion. Emails, chat logs, and shared documents create a clear digital trail that can be referred back to at any time. This minimises the risk of miscommunication and conflicts later on in the negotiation process.

Negotiation Training with Scotwork

Digital negotiations are becoming increasingly popular and businesses must adapt and develop the necessary skills to succeed in the digital era.


Scotwork, a leading negotiation training company, offers training courses designed to equip individuals and businesses with the strategies needed to succeed in digital negotiations. Our expert trainers have over 45 years of experience and will teach you the skills needed to navigate the new opportunities and challenges presented by digital negotiations.


Reach out to learn more about our comprehensive training programmes by reaching out to our negotiation training experts, or visit  for more information.

Key takeaways

Digital tools have transformed the way business negotiations are conducted, with more professionals now preferring technology to face-to-face interactions.

Companies can use various tools to carry out digital negotiations such as video conferencing platforms, instant messaging apps, and other collaborative tools.

Embracing digital negotiation tools can remove global barriers, improve flexibility, and lead to the most efficient and successful negotiation outcomes.

Developing the necessary skills through training programs like those offered by Scotwork will enable businesses to unlock the power of digital negotiations and achieve their strategic goals more efficiently.

The digital landscape continues to evolve and businesses that embrace virtual negotiation strategies will gain a competitive edge, and ultimately, increase profits.






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