Face-to-face and online negotiations: Keys to success

When you think about what you need to be successful in negotiations, what comes to mind may be things like a steely determination or being single-minded in achieving goals. However, the best negotiators rely on qualities such as empathy and creativity, because there are always two sides to negotiations and they rarely follow a predictable path.

Improve your negotiating skills

To achieve better results in your negotiations, you need to start by thinking about them in a more holistic way. Here, some recommendations:

1. Understand what the other sides wants.

When you discover it, you’ll be able to evaluate what your points in common are. Focus on those, keeping in mind that confrontation isn’t the answer.

2. Know where the other side is strong and where it’s weak.

Tailor your demands to the reality of the situation.

3. Make sure you know who the leader is.

It’s useful to know who will make the final decision.

4. Keep your cool.

Emotional responses will undermine your objectivity and rationality.

5. Come to a mutually beneficial agreement.

The goal of negotiations isn’t for one side to trample the other, but rather for both sides to benefit. Nobody wants to end negotiations worse off than when they started.

6. Make sure everyone comes out of it feeling honorable.

If both sides feel there is give and take, everyone is more likely to reach agreement and follow through afterward.

To achieve better results in your negotiations, you need to start thinking about them in a more holistic way.

8 strategies to negotiate in an online context

In an increasingly interconnected world, negotiations marked by physical distance and the use of new communication technologies are more and more common. Without doubt, the means through which we interact affects the quality of the communication, our ability to construct a fluid relationship based on mutual trust and, as a result, the final outcome of negotiations.

But beyond technical issues, to successfully manage digital negotiations, it’s important to understand what strategies we

In an increasingly interconnected world, negotiations marked by physical distance and the use of new communication technologies are more and more common. Without doubt, the means through which we interact affects the quality of the communication, our ability to construct a fluid relationship based on mutual trust and, as a result, the final outcome of negotiations.

But beyond technical issues, to successfully manage digital negotiations, it’s important to understand what strategies we should follow to overcome challenges like biases, uncertainty and psychological distance:

should follow to overcome challenges like biases, uncertainty and psychological distance:

1. Beware of biases.

Biases are a challenge that come with any negotiation, but when communication is digital, the impact of bias may be amplified. Being aware of this can help us to guard against them.

The most common are time synchronization bias (negotiating at a distance but behaving as if it were in real time), confrontation bias (greater conflict because of the absence of social norms regulating online communications, and a feeling of protection afforded by remoteness and anonymity), fundamental attribution error (assuming the counter party has negative intentions) and negotiation exit bias (taking negotiations to be finished prematurely).

2. Prepare thoroughly.

Analyze expectations, interests, power and available information on the other party.

3. Pay attention.

Actively listen and even remain silent, so that the other party reveals more information. During videoconferences, maintain visual contact to capture non-verbal clues.

The goal of negotiations isn’t for one side to trample the other, but rather for both sides to benefit.

4. Control information.

Be brief and concise, and put forth your position well. Show a clear willingness to collaborate and create value for both sides.

5. Build a relationship of trust.

Analyze the negotiation context and adapt your behavior. It’s important to respond in accordance with the urgency of the situation, and not take longer than a day, in order to avoid generating anxiety and to favor a more collaborative experience.

6. Stay in control of the situation.

You lose control of a negotiation when you can’t control your emotions. Mind your ego.

7. Continue the conversation.

Continuing to talk is the best possible tool in any negotiation. Don’t risk ultimatums or threats. An open door is always better than a burned bridge.

8. Close and follow-up.

Craft a concrete and specific agreement that includes how the solution decided on will be implemented, and how its compliance will be measured. Avoid ending negotiations prematurely and remember a precise agreement helps prevent future conflict and confusion.

 

IESE’s programs will help you improve your negotiating skills. The High-Performance Negotiator program is designed for professionals whose roles require them to negotiate on a regular basis

When communication is digital, the impact of bias may be amplified.

Related Posts