Remote Negotiations Part 2 - Phone Negotiations

In my 3rd post on remote negotiations, I want to talk about negotiating over the phone,

Quick tips on stages of negotiaions:

Setting the agenda

1. Take the initiative first

2. Set an agenda for each meeting in advance

3. Communicate clearly in advance

4. Agenda example for first meeting:

• Introductions

• Negotiation schedule/timeline for the following days or weeks

• Topics for discussion

• Summary of agreed upon items

• Actions Items

Agree with your team in advance:

1. On the negotiation strategy

2. Objectives

3. Who will lead the call

4. Who will take minutes

5. Role play

6. Team members to talk only if addressed to by the team lead

Preparation and call management

1. Introduce your team members

2. Listen actively what is said and how it is said

3. Don’t get overexcited if a point is agreed

4. Don’t commit too fast

5. Use silences, pauses, breaks

6. Summarize verbally and follow up in writing

After every meeting send out a summary email, this will reduce misunderstandings and future friction