Once you negotiate in writing, compared to in the flesh, do you alter your negotiation style? If you don’t, you should consider doing so. Once all, cues you’d otherwise pick up in a face to face negotiation, you will miss, as a result of you will not be ready to discern nonverbal signals and other cues you’d gather in in person negotiating. How then does one gain a plus when you negotiate in writing? The answer, you’ve got to be additional tuned in to the meaning of the words in the communications. You need to pay terribly shut attention to the location of the words, and perceive how the author expresses and states his position; you should conjointly observe how your opponent interprets the words you use. In essence, as you categorical your negotiation position, you need to determine the impact your words will have on your opponent. You may also have to require into consideration the culture of the other person/individuals and the which means that some words have in his/their culture.
There are some things you would like to try to to no matter whether or not you’re negotiating personally, over the phone, or via written communications. You still have to travel about gathering background information on the subject you’re negotiating with. In thus doing, in addition to the ‘normal’ information you’d seek for, when negotiating in written form, you furthermore may need to retrieve written samples of that person’s writing style. The aim of this exercise can become extensively more valuable as you go deeper into the negotiation process.
In my live presentation, I talk concerning ways in which to assemble background data on individuals, like using the Net, talking to other individuals they are doing business with, folks in organizations that they belong to, etc. I additionally expound on the fact that you ought to perpetually verify the information you receive, as a result of your strategy, the plan you will adopt to achieve the goals of the negotiation are directly tied to the input you receive from your background gathering activities.
It is simple to capture written samples. Before the negotiation is because of officially begin (the a lot of lead time you have the higher), communicate with the subject of the negotiation and inform him of a circumstance or state of affairs that you’d like his opinion or input on. When he replies, observe his writing style. Continue down the same path till you’ve got received what you consider to be sufficient writing samples; that will allow you to get an insight into how he uses different phases to convey his meanings. Once you enter into the official negotiation, match his negotiation writing vogue against the style he used when he didn’t think about himself to be negotiating. Pay attention to any word difference, to the degree that the implication of words used before the negotiation takes on further or different meanings. By noting the conveyance of various meanings, you may gain insight into how he may be changing his manner of negotiating; you ought to also be in a position to detect when he’s switched from a pleasant mode to 1 that’s sterner.
In the end it is the modification from what you have seemed to be a nice and meaningful flow within the negotiation that will indicate the acceptance or level of uneasiness along with your position. Nevertheless, by paying attention to how he manipulates phases and the way by which he conveys his position, you may be able to see how he may respond to additional offerings you ‘place on the table’. By having this insight, you’ll understand upon which path to take the negotiation and in the tip, you must have a neater path to a successful negotiation outcome … and everything can be right with the world.
The Negotiation Lessons are …
? Once you negotiate in writing, raise your level of awareness to the degree that you’re highly perceptive to the manner specific words are used by your opponent.
? If you are not positive of the position your opponent is trying to stake, communicate your lack of expertise to make certain both of you are on the identical page.
? Create certain you get what you understand to be a sufficient number of writing samples from your opponent. The aim of this exercise is to spotlight the idea of being able to check the design of his writings in a nonthreatening surroundings compared to one that he may feel pressure. By doing thus, you may gain insight into when your opponent is turning into stern compared to accepting your position.