The current health and business environment is very likely to increase virtual negotiation. Are you ready? We'd like to share some pointers on how to proceed in the new world.
To start, a study of email, telephone and face-to-face negotiation (published in Harvard Business Review) notes the following:
- No surprise but the best outcomes for both sides were reached face-to-face
- On telephones, it was more win/loss where one party ended up with a significantly better outcome
- Email negotiation had the highest level of impasse (50% vs 19% face to face)
Given our choices of text, email, or phone calls, we strongly suggest video conferencing as the next best alternative. I think we’re all aware that “if an email can be misconstrued…it will.be.” Which is why we all know to be very cautious with our written word absent verbal and physical cues as conflict can easily arise. Interestingly, I did just read an article that emoji’s might actually help replicate some of that human interaction and clarify intent with email! 😊
Keep in mind a few facts when you’re forced to conduct negotiation via email:
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