Online Negotiation Techniques
Online Negotiation Techniques
Online negotiation allows negotiators to save time, money, and speed while negotiating. However, negotiating via videoconferencing and email presents unique challenges that must be overcome.
Social norms can sometimes be difficult to understand, especially when cross-cultural negotiations are involved. If negotiators have difficulty relating to one another, they should pay attention to each other to get clues about how to behave.
Online negotiation is now commonplace as it allows us all to communicate across long distances quickly and cheaply. Yet online negotiation creates special challenges. Despite instant messaging, email, and text messages, negotiators often lack visual, verbal and other sensory cues to understand the feelings of their counterparts. Even though videoconferencing via Skype or Google Hangouts adds many of the cues to this picture, it is still an imperfect form online negotiation. Recent writings have provided some insight into how to negotiate online.
How to Negotiate Online
Develop strong negotiation skills to become a better dealmaker, leader and entrepreneur.
1. Learn from the other side.
Once you have it, you will be able identify your common points. Keep your eyes on these and remember that confrontation is not the solution.
2. Know which side is strongest and which side is weak.
Adjust your demands to fit the realities of the situation.
3. You must know the identity of the leader.
It is useful to know who will take the final decision.
4. Keep cool.
Emotional responses can undermine objectivity and rationality.
5. Reach a mutually beneficial deal
Negotiations are not about one side attempting to force the other to submission. They are meant to bring both sides together to achieve mutual benefit. Negotiations can be ended worse than they were when they began.
6. It is important that everyone leaves it feeling honored.
Both sides will be more open to a sense of give and take if they feel that there is agreement.
You can achieve better results in negotiations if you think about them holistically.
8 techniques to negotiate online
1. Be aware of your biases
While biases are an inherent problem in any negotiation, they can be magnified when communication is digital. This awareness can help us guard against them.
2. Prepare well.
Analyse the expectations, power, and interests of the other party.
3. Pay attention.
Listen actively and don’t be afraid to remain silent if the other party gives you more information. To capture non-verbal clues during videoconferences, keep visual contact.
The goal of negotiations isn’t for one side to trample the other, but rather for both sides to benefit.
4. Information about control.
Keep it short and simple, and clearly state your position. Demonstrate a willingness to work together and create value for both parties.
5. Establish a trusting relationship.
Analyse the negotiation context to adapt your behavior. To avoid anxiety and promote collaboration, it is important to react according to the urgency of the situation.
6. Take control of the situation.
When you aren’t in control of your emotions, you lose control over a negotiation. Be aware of your ego.
7. Continue the conversation.
Talking is the best tool for any negotiation. Avoid making threats or ultimatums. A open door is better than a burnt bridge.
8. Follow-up and close.
Make sure you have a clear and specific agreement. This agreement should include details about how the solution will be implemented and how compliance will be measured. Do not end negotiations prematurely. A precise agreement will help prevent future conflicts and confusion.
You may prefer a more personal interaction to start a negotiation – which is today a video conference. Why? Because you want to establish a long-term partnership and trust with your counterpart, video interaction is the best way to build rapport and share fundamental interests quickly and safely. You can become comfortable using video with training.