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things you want to see but you do not want the other party to see are
all there for you to use as you wish.
Reduced travel restrictions Whilst great for cost saving on travel expenses, resource and availability, there are some drawbacks to virtual meetings. Now that meet ups can be arranged at the drop of a hat, it can leave you exposed to dirty tricks in negotiation. Issues such as calls being planned at the
last minute and being sprung on you with little time to prepare, meetings being recorded, and not being able to fully gauge the mood of the room can be a real challenge. Try to counter act these negatives with a
transparent, open and honest negotiation stance. If a meeting is being arranged, that provides you with little time to prepare, do not be afraid of proposing an alternative time that better suits your needs. Likewise, if the room is hard to read, use
proven negotiation techniques, such as testing understanding, to ensure you remain on the same page.
Practice new skills The most important element of negotiating virtually is clear communication. Communication skills are often overlooked
in sales and negotiation training – which can be a costly mistake.
The way we deliver our proposals when
negotiating virtually can make the difference between a good deal and a bad one. Be sure to avoid common irritators –
these being words or phrases which have the potential to irritate through self-praise or condescension, lack any persuasive function and are used to describe a person’s own position or proposal. Examples are words such as ‘fair’, ‘reasonable’, ‘generous’, and a more recent one ‘due to the current situation’. These words may irritate, and shut down
conversations that are essential to your negotiation. Working with an expert negotiator who can guide you to perfecting your virtual negotiating style will allow learning to be embedded throughout your team early on.
Increased productivity and efficiency You may find that virtual negotiations are much more productive and efficient compared to face-to-face ones. Discussions may flow much better and messages can be shared more rapidly via video-conferencing. Because people are in the comfort of
their own environment, you may also find that there is a more relaxed tone to conversations, which means that ultimately decisions can be made faster, projects are executed on time and productivity is increased.
These words may irritate, and shut down conversations that are essential to your negotiation. Working with an expert negotiator who can guide you to perfecting your virtual negotiating style will allow learning to be embedded throughout your team early on
Also, if all parties are agreeable, the use
of annotation and chat tools, and even the little red recording button, are good ways to banish post factum arguments about exactly what was said and agreed. However, when in this environment, it is
important not to be cagouled into a false sense of security. Apply the same level of caution to negotiations as you would ordinarily and utilise the extra time you may have to your advantage. This will ensure you can build rapport
with the counter party, whilst maintaining professionalism and securing an advantage through utilising this extra time to conduct more in-depth negotiation preparation so you are not caught off guard. CCR
24
www.CCRMagazine.com
August 2020
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