It's probably an understatement to say that the coronavirus has upended just about everyone's lives. If you've been planning a big negotiation and suddenly have to complete it online, we have a few tactics for success.
Just as you would when meeting in person, it's important not to rush into making an offer. Give yourself and the other party time to warm up and talk before getting down to business. It can also help to have an agenda of what the online negotiation session will entail. This will assure both parties that their expectations will be met and that communication will remain open.
While it's easy to gauge body language and facial expressions in person, it can be a little more challenging via webcam or phone. A recent study found that people who could see themselves in the mirror behaved more collaboratively than those who couldn't see themselves in a mirror. If you're negotiating over a video call or web cam, be sure to pay attention to your body language and facial expressions.
If you've ever been in a tense negotiation situation, you know how valuable a coffee break or private pep talk can be. Don't feel like you can't do the same during a virtual negotiation session. People often feel they must maintain constant communication virtually, but that simply doesn't have to be the case. Asking for a quick 10 minute break can make all the difference in the deal you're working on because it allows you to collect your thoughts and make a quick game plan if things aren't going the way you'd like them to.
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