Remote Negotiations Part 1 - Email Negotiations

In my 2nd post on remote negotiations, I want to talk about email negotiations, Quick tips:

1. Be Strategic and Detail-Oriented

2. Support Your Positions with Standards

3. Consider email vs. attached documents

4. Don’t Argue/Be Nasty

5. Don’t Send When Angry

6. Don’t Lie or Play Credibility Games

7. Asynchronous communication – plan for long breaks, use patience as a negotiation tactic, don’t rush to answer

8. Use facts to back you’r “asks”

9. Don’t give away anything without getting something back

10. If you give something, make sure the other side is aware of the value

11. Agree on a timescale for the other party to answer

12. If you don’t understand, or feel confused by a comment or answer, ask for clarification

13. Everything is in writing so be careful what you write

14. If you’re writing in English, make sure you get it right the first time

15. Watch out for culture differences

16. Dealing with Objections in emails

    • See this as an opportunity to better understand the other sides needs

    • Answer patiently, don’t show your disappointment

    • Use open questions to try and understand the reason behind the objection

    • Don’t refuse straight out this could be perceived as rude