When Shouldn't You Negotiate Face-to-Face? - Advanced Negotiation Techniques

As Certified Negotiation Experts (CNE's) we have access to the latest in techniques and strategies. In order to provide the best service to our clients, we are always studying, learning and reading about advanced negotiation. I would like to share this tip with all of my AR friends.

"When Shouldn't You Negotiate Face-to-Face?"

A substantial amount of research has been done on the benefits of face-to-face negotiations vs. other modes of negotiating like phone, Internet, fax, text messaging, instant messaging, etc. (often referred to as "virtual" negotiations). In general, face-to-face negotiations produce better results with less hostile behavior. As we discuss in the CNE class, face-to-face negotiations allow you to use your words, your voice, and your body language (plus observe the other party's reactions and non-verbal behaviors). Face-to-face interactions also make it easier to build rapport which leads to more trust which in turn leads to more open information sharing and thus the opportunity for better results. Phone negotiations and e-negotiations (e.g. email or instant messaging or text messaging) make it more difficult to build rapport and lack the visual cues so often necessary for effective interaction/negotiation. So in general, face-to-face is the best way to negotiate!

A particular body of research shows that this is especially true when you have a weaker logical argument than the other party. By interacting face-to-face, you can supplement your weaker logical arguments with emotional/right brain language and examples that can make your overall case much stronger. Negotiating must be done in a "whole brain" context, appealing to both the logical left brain and emotional right brain. By utilizing your full arsenal of persuasion weapons, you can overcome a more fortified position!

At the same time, other research shows that if you have a very strong, logical basis for your position in a negotiation (sound logic principle), you may do well by presenting it in writing to the other side. When we negotiation in writing (e.g. email, fax, text message) we tend to focus more on the facts and less on the emotional aspects of the problem. This allows us to present the logical arguments with clarity, bringing total focus to our rationale. So if you have a compelling, logical reason for your side's offer, put it in writing for sure! Then consider the face-to-face follow-up to deal with any lingering doubts from the other side!

Did you find value in this post? Why not contact Tom and get certified? As a CNE who has been through Tom's program, I can tell you that it is well worth the investment. Set yourself apart from the other agents in your city and contact him at:

Tom Hayman
Negotiation Expertise, LLC
Tom@NegotiationExpertise.com
www.NegotiationExpertise.com

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