(Newswire.net — April 15, 2020) —
The COVID-19 pandemic has altered life in a way that was once unimaginable. Face masks, online classes and working from home have become the new norm and learning to adjust to this new routine can be challenging. If you’re working from home, it can be especially difficult to keep working with the same momentum given that important meetings and negotiations have been canceled or rescheduled.
Screen-to-screen negotiation is not the same as face-to-face; it’s more difficult to make connections, develop trust and build rapport and this leads to deals that are less win-win. It has been proven that online negotiations are less likely to yield deals but with the help of The Negotiation Society and the tips listed below you’ll be able to improve your success rate and make the most of this virtual situation.
- Make a Plan Before Jumping into the Negotiation – In a virtual setting people tend to jump straight into the task at hand. While this can be productive in an internal meeting, it can come across as rude in terms of a negotiation. Therefore, it’s important to acknowledge the other party and discuss a plan of action before starting the negotiation. This simple act can save your negotiation.
- Don’t Present Your Offer Too Quickly – Making the first offer has been proven to be prosperous but making an offer too early can be detrimental to your negotiation. In order to avoid this unfortunate situation, there are two things that need to happen before you present your offer. First you need to greet the other party and maybe even have a little chat; second you need to discuss how the negotiation will proceed. First offers that are presented after these two things have occurred are more effective than early first offers. So, go ahead and make the first offer but don’t be too eager.
- Remain Aware – When communicating virtually it’s important that you are aware of your facial expressions and body language. Try using a mirror as a means of checking your expressions and body language whenever possible. This is very easy to do in a virtual negotiation and can greatly improve collaboration.
- Know When to Leave – During face-to-face negotiations it is common for people to come and go, however this can be a little more difficult when on a conference call as people usually feel obligated to stay on the call. Taking a short break during negotiation can actually make a positive impact on the process. It can bring balance to an uneven situation or be a welcome break in a heated situation.
- Don’t Show Too Much Emotion – Negotiations can disintegrate right before our eyes due to a show of emotion. When people seem too happy during negotiations this can signal to the other party that the deal is not in their favor. Be sure to acknowledge the other party rather than indulge in self-satisfaction.
Virtual negotiations have become the new normal for the time being and there’s no telling when things will start to go back to normal. Use these tips and more from The Negotiation Society so you can dominate virtual negotiations.