Strategies for Electronic Negotiations
By James A. Baker
Founder and Chairman
Baker Communications, Inc.
In a global market place, especially one experiencing economic stress and hyper-competitive dynamics, a very high premium is being placed on immediacy, responsiveness, and efficiency. Nowhere is this “need for speed” being more keenly felt than in the arena of negotiation. Deals that used to take several weeks to hammer out – including several face to face meetings – are now being done via phone, email and text messages. The nature of remote negotiating – especially involving email – presents a unique set of challenges. However, once you get your footing, you can negotiate just effectively by keystroke as by face to face. Just remember these simple strategies.
The principles of negotiation never change. The things we talk about so often – the five phases, interests, issues, positions, concessions, wish, aspiration, bottom line – never change. The venue and the method may change, but the dynamics that define negotiating will always be the same. To be successful, you must continue to abide by these principles.
Important Differences
However, the very fact that the electronic process is conducted remotely, and without any discernible personal interaction, creates some unique and important differences. Some of them could even be construed as advantages, though others are clearly obstacles which much be overcome.
Obstacles to overcome in electronic negotiations
In many ways, a good negotiator is a like a good poker player, in that a good negotiator acquires a lot of important information by “reading” the person across the table. Facial expressions, tone of voice, body language, eye movements, gestures – these can all yield important insights into a negotiator’s state of mind, emotional condition, and sincerity (or lack thereof). By reading these physical and auditory signs, an effective negotiator will know...
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