{"id":1680,"date":"2020-11-24T16:28:31","date_gmt":"2020-11-24T16:28:31","guid":{"rendered":"https:\/\/www.iese.edu\/standout\/?p=1680"},"modified":"2025-01-13T13:43:15","modified_gmt":"2025-01-13T13:43:15","slug":"negotiation-successful-online","status":"publish","type":"post","link":"https:\/\/www.iese.edu\/standout\/negotiation-successful-online\/","title":{"rendered":"How to negotiate online or face to face: keys to success"},"content":{"rendered":"<div class=\"wpb-content-wrapper\"><p>[vc_row][vc_column][vc_column_text css=&#8221;&#8221;]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 <strong>best negotiators<\/strong> rely on qualities such as <strong>empathy<\/strong> <strong>and <a href=\"https:\/\/www.iese.edu\/standout\/creative-work-tips\/\">creativity<\/a><\/strong>, because there are always two sides to negotiations and they rarely follow a predictable path.[\/vc_column_text]<div class=\"clearboth\"><\/div><style>#thegem-divider-6a0592cde4cea {margin-top: 35px !important;}<\/style><div id=\"thegem-divider-6a0592cde4cea\" class=\"gem-divider  \" style=\"\" ><\/div>[vc_column_text]<\/p>\n<h2><strong>Improve your <span class=\"subrat\">negotiating<\/span> skills<\/strong><\/h2>\n<p>To achieve better results in your negotiations, you need to start by thinking about them in a more holistic way. Here, some recommendations:[\/vc_column_text]<div class=\"clearboth\"><\/div><style>#thegem-divider-6a0592cde4d32 {margin-top: 35px !important;}<\/style><div id=\"thegem-divider-6a0592cde4d32\" class=\"gem-divider  \" style=\"\" ><\/div>[vc_column_text css=&#8221;&#8221; css_animation=&#8221;bottom-to-top&#8221;]<\/p>\n<h3 class=\"title-h2 title-h3\"><strong><span class=\"subrat\">1.<\/span> Understand what the other sides wants. <\/strong><\/h3>\n<p>When you discover it, you\u2019ll be able to evaluate what your points in common are. Focus on those, keeping in mind that confrontation isn\u2019t the answer. If you need to negotiate with representatives from another country, it may be in your best interest to learn more about <a href=\"https:\/\/www.iese.edu\/standout\/negotiation-multicultural-keys\/\">overcoming cultural differences<\/a>.<\/p>\n<h3 class=\"title-h2 title-h3\"><strong><span class=\"subrat\">2.<\/span> Know where the other side is strong and where it\u2019s weak.<\/strong><\/h3>\n<p>Tailor your demands to the reality of the situation.<\/p>\n<h3 class=\"title-h2 title-h3\"><strong><span class=\"subrat\">3.<\/span> Make sure you know who the leader is.<\/strong><\/h3>\n<p>It\u2019s useful to know who will make the final decision.<\/p>\n<h3 class=\"title-h2 title-h3\"><strong><span class=\"subrat\">4.<\/span> Keep your cool.<\/strong><\/h3>\n<p>Emotional responses will undermine your objectivity and rationality.<\/p>\n<h3 class=\"title-h2 title-h3\"><strong><span class=\"subrat\">5.<\/span> Come to a mutually beneficial agreement.<\/strong><\/h3>\n<p>The goal of negotiations isn\u2019t 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.<\/p>\n<h3 class=\"title-h2 title-h3\"><strong><span class=\"subrat\">6.<\/span> Make sure everyone comes out of it feeling honorable.<\/strong><\/h3>\n<p>If both sides feel there is give and take, everyone is more likely to reach agreement and follow through afterward.[\/vc_column_text]<div class=\"clearboth\"><\/div><style>#thegem-divider-6a0592cde4d74 {margin-top: 35px !important;}<\/style><div id=\"thegem-divider-6a0592cde4d74\" class=\"gem-divider  \" style=\"\" ><\/div>[\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row_content_no_spaces&#8221; equal_height=&#8221;yes&#8221; content_placement=&#8221;middle&#8221;][vc_column width=&#8221;1\/2&#8243; css=&#8221;.vc_custom_1606236466631{padding-right: 70px !important;padding-left: 70px !important;background-color: #000000 !important;}&#8221;][vc_column_text css_animation=&#8221;bottom-to-top&#8221;]<\/p>\n<div class=\"title-h2\"><strong><span style=\"color: #ffffff;\">To achieve better results in your negotiations, you need to start thinking about them in a more holistic way.<\/span> <\/strong><\/div>\n<p>[\/vc_column_text][\/vc_column][vc_column width=&#8221;1\/2&#8243; css=&#8221;.vc_custom_1606236665250{padding-top: 300px !important;padding-bottom: 300px !important;background-image: url(https:\/\/www.iese.edu\/standout\/wp-content\/uploads\/2020\/11\/negotiation-face-to-face.jpg?id=1852) !important;}&#8221;][\/vc_column][\/vc_row][vc_row][vc_column]<div class=\"clearboth\"><\/div><style>#thegem-divider-6a0592cde4d9d {margin-top: 35px !important;}<\/style><div id=\"thegem-divider-6a0592cde4d9d\" class=\"gem-divider  \" style=\"\" ><\/div>[vc_column_text css_animation=&#8221;top-to-bottom&#8221;]<\/p>\n<h2><strong>8 strategies to negotiate in an online context<\/strong><\/h2>\n<p>In an increasingly interconnected world, <strong>negotiations marked by physical distance and the use of new communication technologies are more and more common<\/strong>. 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.<\/p>\n<p>But beyond technical issues, to successfully manage digital negotiations, it\u2019s important to understand what strategies we<\/p>\n<p>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.<\/p>\n<p>But beyond technical issues, to successfully manage <strong>digital negotiations<\/strong>, it\u2019s important to understand what strategies we should follow to overcome challenges like biases, uncertainty and psychological distance:<\/p>\n<p>should follow to overcome challenges like biases, uncertainty and psychological distance:[\/vc_column_text]<div class=\"clearboth\"><\/div><style>#thegem-divider-6a0592cde4dbd {margin-top: 35px !important;}<\/style><div id=\"thegem-divider-6a0592cde4dbd\" class=\"gem-divider  \" style=\"\" ><\/div>[vc_column_text css=&#8221;&#8221; css_animation=&#8221;top-to-bottom&#8221;]<\/p>\n<h3 class=\"title-h2 title-h3\"><strong><span class=\"subrat\">1.<\/span> Beware of biases.<\/strong><\/h3>\n<p>Biases are a challenge that come with any negotiation, but when <a href=\"https:\/\/www.iese.edu\/standout\/virtual-teams-how-to-manage\/\">communication is digital<\/a>, the impact of bias may be amplified. Being aware of this can help us to guard against them.<\/p>\n<p>The most common are <strong>time synchronization bias<\/strong> (negotiating at a distance but behaving as if it were in real time), <strong>confrontation bias<\/strong> (greater conflict because of the absence of social norms regulating online communications, and a feeling of protection afforded by remoteness and anonymity), <strong>fundamental attribution error<\/strong> (assuming the counter party has negative intentions) and <strong>negotiation exit bias<\/strong> (taking negotiations to be finished prematurely).<\/p>\n<h3 class=\"title-h2 title-h3\"><strong><span class=\"subrat\">2.<\/span> Prepare thoroughly.<\/strong><\/h3>\n<p>Analyze expectations, interests, power and available information on the other party.<\/p>\n<h3 class=\"title-h2 title-h3\"><strong><span class=\"subrat\">3.<\/span> Pay attention.<\/strong><\/h3>\n<p>Actively listen and even remain silent, so that the other party reveals more information. During videoconferences, maintain visual contact to <a href=\"https:\/\/www.iese.edu\/standout\/non-verbal-communication-power\/\">capture non-verbal clues.<\/a>[\/vc_column_text]<div class=\"clearboth\"><\/div><style>#thegem-divider-6a0592cde4ddb {margin-top: 35px !important;}<\/style><div id=\"thegem-divider-6a0592cde4ddb\" class=\"gem-divider  \" style=\"\" ><\/div>[\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row_content_no_spaces&#8221; equal_height=&#8221;yes&#8221; content_placement=&#8221;middle&#8221;][vc_column width=&#8221;1\/2&#8243; css=&#8221;.vc_custom_1606236466631{padding-right: 70px !important;padding-left: 70px !important;background-color: #000000 !important;}&#8221;][vc_column_text css_animation=&#8221;top-to-bottom&#8221;]<\/p>\n<div class=\"title-h2\"><strong><span style=\"color: #ffffff;\">The goal of negotiations isn\u2019t for one side to trample the other, but rather for both sides to benefit.<\/span> <\/strong><\/div>\n<p>[\/vc_column_text][\/vc_column][vc_column width=&#8221;1\/2&#8243; css=&#8221;.vc_custom_1606313976565{padding-top: 300px !important;padding-bottom: 300px !important;background-image: url(https:\/\/www.iese.edu\/standout\/wp-content\/uploads\/2020\/11\/negotiation-success-face-to-face.jpg?id=1859) !important;}&#8221;][\/vc_column][\/vc_row][vc_row][vc_column]<div class=\"clearboth\"><\/div><style>#thegem-divider-6a0592cde4df8 {margin-top: 35px !important;}<\/style><div id=\"thegem-divider-6a0592cde4df8\" class=\"gem-divider  \" style=\"\" ><\/div>[vc_column_text css=&#8221;&#8221; css_animation=&#8221;top-to-bottom&#8221;]<\/p>\n<h3 class=\"title-h2 title-h3\"><strong><span class=\"subrat\">4.<\/span> Control information.<\/strong><\/h3>\n<p>Be brief and concise, and put forth your position well. Show a clear willingness to collaborate and create value for both sides.<\/p>\n<h3 class=\"title-h2 title-h3\"><strong><span class=\"subrat\">5.<\/span> Build a relationship of trust.<\/strong><\/h3>\n<p>Analyze the negotiation context and adapt your behavior. It\u2019s 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.<\/p>\n<h3 class=\"title-h2 title-h3\"><strong><span class=\"subrat\">6.<\/span> Stay in control of the situation.<\/strong><\/h3>\n<p>You lose control of a negotiation when you can\u2019t control your emotions. Mind your ego.<\/p>\n<h3 class=\"title-h2 title-h3\"><strong><span class=\"subrat\">7.<\/span> Continue the conversation.<\/strong><\/h3>\n<p>Continuing to talk (<a href=\"https:\/\/www.iese.edu\/standout\/face-to-face-conversations-power\/\">specially face to face<\/a>) is the best possible tool in any negotiation. Don\u2019t risk ultimatums or threats. An open door is always better than a burned bridge.<\/p>\n<h3 class=\"title-h2 title-h3\"><strong><span class=\"subrat\">8.<\/span> Close and follow-up.<\/strong><\/h3>\n<p>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.<\/p>\n<p>&nbsp;<\/p>\n<p><strong><a href=\"https:\/\/www.iese.edu\/programs\/\">IESE\u2019s programs<\/a> <\/strong>will help you improve your negotiating skills. The <a href=\"https:\/\/execedprograms.iese.edu\/strategic-management\/winning-negotiation-strategies\/\">Winning negotiation strategies <\/a><span class=\"s1\">program is designed for professionals whose roles require them to negotiate on a regular basis<\/span>[\/vc_column_text]<div class=\"clearboth\"><\/div><style>#thegem-divider-6a0592cde4e13 {margin-top: 35px !important;}<\/style><div id=\"thegem-divider-6a0592cde4e13\" class=\"gem-divider  \" style=\"\" ><\/div>[\/vc_column][\/vc_row][vc_row full_width=&#8221;stretch_row_content_no_spaces&#8221; equal_height=&#8221;yes&#8221; content_placement=&#8221;middle&#8221;][vc_column width=&#8221;1\/2&#8243; css=&#8221;.vc_custom_1606236466631{padding-right: 70px !important;padding-left: 70px !important;background-color: #000000 !important;}&#8221;][vc_column_text css_animation=&#8221;top-to-bottom&#8221;]<\/p>\n<div class=\"title-h2\"><strong><span style=\"color: #ffffff;\">When communication is digital, the impact of bias may be amplified.<\/span> <\/strong><\/div>\n<p>[\/vc_column_text][\/vc_column][vc_column width=&#8221;1\/2&#8243; css=&#8221;.vc_custom_1606314038537{padding-top: 300px !important;padding-bottom: 300px !important;background-image: url(https:\/\/www.iese.edu\/standout\/wp-content\/uploads\/2020\/11\/negotiation-online.jpg?id=1861) !important;}&#8221;][\/vc_column][\/vc_row]<\/p>\n<\/div>","protected":false},"excerpt":{"rendered":"<p>[vc_row][vc_column][vc_column_text css=&#8221;&#8221;]When you think about what you need to be successful in negotiations, what comes to mind may be things&#8230;<\/p>\n","protected":false},"author":4,"featured_media":1855,"comment_status":"closed","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[5,107],"tags":[57],"class_list":{"0":"post-1680","1":"post","2":"type-post","3":"status-publish","4":"format-standard","5":"has-post-thumbnail","7":"category-functional-directors","8":"category-general","9":"tag-skills"},"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v26.7 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>How to negotiate online or face to face: keys to success<\/title>\n<meta name=\"description\" content=\"Online negotiation and face-to-face negotiation: here are some best practices for online negotiation: improve your skills, empathy and creativity.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" 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