7. Win:Win Is Better Than Lose:Win
Always be willing to do a deal. The alternatives of Win:Lose, or Lose:Lose, will never deliver a long-term relationship. Your negotiations by email should be less about ‘Buying a second-hand car’ and more like playing chess. Plan your strategy and make every move count.
Improve Your Negotiations By Email
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19 Tips for Conducting Negotiations by Email, and Through Other Written Word Forms
1. Use Silence and Don’t Be Abused by It
Email silence – where they simply will not respond to you – is so annoying but also a very powerful tactic that encourages you, the other party to break the deadlock and move your position.
If someone uses the ‘silent treatment’ on you. For example, by not returning your emails, don’t mirror it. It will be a long wait!! Simply ‘smoke’ them out with a teasing message. ‘I have some fantastic news for you’, or ‘Something has happened that you need to know about’, or ‘Free stock for the first 5 responders!’. A little like if you were running a marketing campaign. What headline would you use to get someone to open your email and buy?
2. Consider Recording Important Negotiations on the Phone
As long as it is purely for your personal listening back it is legal. This is useful because you miss lots of details when absorbed in a complex phone negotiation. All smartphones can quickly and easily record conversations – there are even apps!
3. Watch out for ‘Soft’ Language
Soft language is words that give away our real position. In a written negotiation, such as email, these are much easier to spot. This is one of the advantages of an email negotiation. An untrained negotiator will not realise that they are exposing their position when they quickly type a reply back to you. Examples of soft words are:
‘My opening offer’ – This means that there are other offers they could make. Maybe better ones.
‘Our price is around’ – ‘Around’ is a real give-away because it means that there is more to have.
‘We could possibly move to’ – This means that they are likely to move to a better offer.
‘I’m thinking this may possibly be difficult’ – ‘Difficult’ means it is possible.
‘£8.50 per case’ or ‘35% margin’ – Be aware of round numbers. There is always more.
These ‘soft words’ give away our hidden position and are much easier to spot in the written word. Ensure you review your emails thoroughly for soft language before sending.
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