Skip to main content

How to negotiate via video conference successfully


With 2020 being the year of social distancing due to Corona Virus, we can no longer take a face to face negotiation for granted. We must adapt to negotiating via e-mail, video conferencing or over the phone. This is of course all possible and with the right preparation we can be as successful.

A skilled negotiator understands the most important attributes to a successful outcome. These are body language, tone of voice and reactions to their proposals by the other party. A skilled negotiator can read the other party through these attributes which assist in determining the next move. This is of course limited during a negotiation via video conference. 

Heightened Awareness
While you will never be able to look the other party in the eye and vice versa, you can see yourself. This creates more awareness to oneself but it can also be a distraction if you are too focused on your own facial expressions. A skilled negotiator wants the other party to see what they want them to see and is therefore conscious competent with their facial expressions and language. However make sure you are not too focused on yourself, watch them.

Technical difficulties
Make sure you can see and hear the other party clearly. If there are technical difficulties on their side, ask to get them fixed first or suggest postponing the meeting. If you have technical difficulties do the same. Technical difficulties are a distraction as they can interrupt the flow of the meeting and can take you off track.

Ask
Prepare a list of questions that you are going to ask. Make sure you are asking open questions. Watch their facial expressions carefully when asking the questions.

Silence
Use the power of silence to make the other party talk. Since it is more difficult to read the other party’s body language and facial expressions, use extended periods of silence to your advantage. Silence is uncomfortable and even more so on video conferencing and if the other party is not comfortable with silence then they will talk and give out vital information that could be useful to you.

Agenda
While it is always advisable to have an agenda that both parties have agreed to it is even more important when negotiating via video conference. It keeps the negotiation on track and does not allow for distractions.

Engagement
Use screen share or document share to make your proposals more visual this engages the other side and gives it a ‘real’ touch.

Close
Make sure you finish with an outcome; with a deal. Get them to agree there and then and follow this up with an email.


#workingfromhome #negotiateremotely #negotiationtraining

Comments

Popular posts from this blog

What is Black Friday and why it is not worth it if you are a great negotiator.

All last week was hyped up by ‘Black Friday’ Sales. But what is it and why do we have it in Australia and is it worth it? Black Friday originates from the US and is the Friday after Thanksgiving which is the fourth Friday in November. Thanksgiving is a public holiday in the US. In the 1950s people used the Friday as a sick day and went shopping to get a head start in their Christmas shopping. Eventually in the 1960s this day turned into another paid leave day or shall we say into a paid ‘shopping day’. It has become a made-up event to drive consumerism. Many believe the term ‘Black Friday’ is used for profit making; black numbers in the ledger books; but that is not entirely correct. While this is the meaning today it meant something totally different in the 50s and 60s.  According to Bonnie Taylor Blake, a researcher at the University of North California, the term originated in Philadelphia by the Philadelphia police as they saw the day as a terrible day. The city was...

Top 5 negotiation tactics that are used by buyers

When a buyer and a seller negotiate over a deal it is in the interest of each party to get the best deal possible. Here are the four most common tactics buyers use in a negotiation in order to get to the best deal possible. The Russian Front This is a tactic whereby the buyer presents the seller with only two options.   One is so terrible; it feels like being sent to the Russian Front which makes you agree to the other options. Compared to the first option the second option does not look that bad now. Don’t make the other party put you under pressure, don’t accept either option. Ask for an alternative or come up with a counter proposal. Good guy bad guy In this tactic you have one person making very high demands. This person is also often cold an unapproachable. The aim is to intimidate the selling party. The good guy on the other hand has a more reasonable approach and shows a willingness to concede and come to a deal. The purpose of this tactic is to set the ...

Negotiation strategies to lower interest rates on your home loan

Do you really get the best interest rate from your bank? Have you thought about how you could negotiate your interest rate down? When interest rates go down the banks give you something to keep you happy, so you won’t ask for more.  But could you get more? Why not try. Review your interest rates and speak to your bank to get a better rate. Don’t let them shut you down with the excuse that they have already reduced the rates. The reality is that there is more room to move because if they can give away something without you asking then they can probably give you more. Do your research Research what the competitors are offering. Use comparison websites and then call the bank to make sure that you would get this rate. Find out what the rate for new customers is Banks often offer great promotions to lure in new clients which existing clients don’t get. This is something that I find annoying, why don’t they reward loyalty instead. Set yourself a target rate Set you...