The Digital Disadvantage

Salespeople, especially those who rely heavily on face-to-face interactions, can be disadvantaged in the electronic negotiation arena.  Here are some common pitfalls:

1. The Importance of Body Language and the Loss of Some Non-Verbal Cues: In-person negotiations allow us to read body language, facial expressions, and tone of voice.  In e-mails and on some Zoom/Microsoft Teams (or other platforms) calls, these valuable cues are often lost, making it challenging to gauge the other party’s true intent.
2. Delayed Responses: E-mail negotiations can lead to prolonged response times, causing frustration and potentially allowing the other party to control the pace of the negotiation.
3. Misinterpretation: Written communication can often be misinterpreted, leading to misunderstandings that could derail the negotiation process.  This is especially true when some people use lazy and poorly written correspondence.

Mastering the Art of Electronic Negotiations

To become a better negotiator in today’s digital world, people must adapt their approach and utilize effective strategies to succeed in electronic negotiations.  Here are some tips to help you navigate this digital landscape:

1. Craft Clear and Concise E-mails: Avoid lengthy, convoluted e-mails.  Be direct and organized – use bullet points or numbered lists to make your points stand out.  Write new and clear e-mail subject line titles.  Please stop sending e-mails on top of e-mail threads irrelevant to the new topic.  Make sure you incorporate deadlines, incentives, and penalties.  Don’t be lazy!
2. Set the Tone: Begin with a polite and professional tone in your e-mails.  Clearly state your objectives and expectations for the negotiation process.
3. Use the Power of Video: In negotiations using a digital platform, leverage video to establish a more personal connection. Maintain eye contact, smile, and project confidence.  Be careful about distracting and silly background images/props/furniture/bookshelves/artwork that people can see on Zoom calls.  Invest in proper technology. P.S. – I teach people how to look for, analyze, and decipher important clues about people’s personality types and corresponding negotiating styles from visual background images in virtual meetings.
4. Request Real-Time Communication: Suggest real-time discussions through Zoom or other video conferencing platforms when appropriate.  This can help clarify details and build rapport.
5. Hidden Meanings in Conversation: Pay meticulous attention to what you say/write.  Be alert regarding what the other side says or writes in negotiations.
6. Mind Your Language: Be cautious with your choice of words.  Avoid jargon or ambiguous phrases that could be misinterpreted. Seek clarity and confirmation when necessary.
7. Employ PDF Attachments Strategically: When sending price- or solution-based proposals, value proposition documents, or RFP/RFI/RFQ documents, ensure they are well-written and organized, easy to navigate, and visually appealing/interesting.  Use annotations or highlights to draw attention to critical points.  Contact me to learn more about the problems and opportunities associated with using the term “quote” in negotiations.
8. Practice Patience: Don’t rush electronic negotiations.  Give the other side adequate time to respond and consider their position.  Impatience can lead to concessions that you might later regret.

During our negotiation skills training seminars, workshops, and negotiating coaching sessions, we provide our clients with turnkey examples, samples, templates, and tools to help people improve their communication practices to manage the negotiation process.  These “done for you” templates and tools help people close profitable deals successfully.

Conclusion

In the age of electronic negotiations, businesspeople in any industry must adapt and refine their skills to succeed.  While it’s true that purchasing professionals may have some advantages in the digital negotiating landscape, mastering the art of electronic negotiation is a crucial step toward levelling the playing field for salespeople and sales management.

You can build trust and foster successful negotiations by crafting explicit, concise e-mails, setting the right tone, and using technology effectively.  Electronic negotiations require negotiation skill development, patience, adaptability, and a keen understanding of digital dynamics.  With the tips from this article in your arsenal, you can navigate the digital negotiation landscape with greater confidence and success.

Take Action and Invest in Our Expert Negotiating Training and Negotiation Coaching Packages, Negotiation Tools, and Online Course to Become a Better Negotiator.

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