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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

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