Negotiating,Via,E-mail,Here,wh business, insurance Negotiating Via E-mail?
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Heres what the research has turned up. E-mail negotiations: * appear to take longer than face-to-face negotiations. * provide less satisfaction than face-to-face negotiations. * are perceived as less fair than face-to-face negotiations. * are more impersonal, allowing less rapport to be established. * are less diplomatic and often use blunt, misconstrued messages. * lead to more deadlocks, misinterpretations, and mistrust. It would be wise to adopt a few key negotiating techniques to helpovercome some of these potential negotiation problems. The lack of astrong personal relationship with the other party is the big one. Thiscan lead to hostility and a greater risk of deadlock. Face-to-face negotiations provide an opportunity to ask manyclarifying questions, build rapport, observe non-verbal indicators(i.e. body language) and tone of voice indicators. E-mail is good fortransmitting factual information, but its not the best medium forobserving or expressing feelings, attitude, emotions or tone. It isharder to get a feel for how strong the other persons position is orhow much pressure theyre under. Best e-mail Negotiating Practices 1. Use a blended negotiation. Start the negotiation with apersonal telephone call. Talk informally and use this as an opportunityto plan your negotiation. As the negotiation proceeds, supplement youre-mails with an occasional real time telephone call or actualface-to-face meeting. 2. In your e-mails share personal information about yourself andinvest some time developing a personal relationship with the otherparty. Use non-task chatting about personal items. Maybe e-mailpictures to each other so you can see what the other person looks like. 3. Establish some common areas of interest same professionalassociation, same college, lived in the same state or city, etc.Discover what you have in common. The more areas of common interest thebetter. This helps develop trust, encourages honesty and builds rapport. 4. Try using some emoticons (symbols to express emotion). ;-) for wink, :-) for smile, :-I for indifference, or :-( for unhappy.!! can express anger, excitement, happiness as well as urgency becareful. 5. Frequently summarize, list any concessions you have made andprovide assurances: What we have achieved so far . Susan, wevemade great progress. . . 6. Include positive signals and refer to the relationship: Bob, thanks for your flexibility on this issue . . . 7. E-mails provide a wonderful way to create a record of yournegotiation. Build folders for your e-mail correspondence rememberthe power of record keeping. 8. Be careful when replying and forwarding e-mails. Understand thepower of copying to other people (i.e. other departments, management,team members). How much information are you forwarding (e.g. just yourlast e-mail, or the last seven e-mails and all associated replies andattachments)? Is this what you want to do? 9. One final test do you want to press the send button? Is thiswhat you want to say (i.e. proof read, is the tone right)? Askyourself, can I wait until tomorrow to send this (i.e. it might be wiseto think about it overnight)? Dont shoot off a quick reply when youare angry. Most of us live to regret it. E-mail negotiations are not inherently good or bad just differentthan face-to-face negotiations. Since almost all of us use e-mail, weneed to be careful not to let this medium impede the negotiatingprocess.
Negotiating,Via,E-mail,Here,wh