Telenegotiation

Have You Ever Broken These Negotiating Rules?

Negotiating by phone has both similarities and differences with
negotiating in person. Therefore, there are some special rules
that you must apply when negotiating by phone. These four rules
may sound too simple. But don't dismiss them. These little
things can make a big difference in your negotiation success.

Rule #1 - Don't Shortchange Your Preparation. Yes, negotiating
by phone is different than negotiating in person. But you must
prepare just the same. Know, in advance, what your target terms
are; what you will say to persuade your supplier to agree to
those terms; and how much you are willing to concede. You must
also be prepared for the questions your supplier counterpart may
ask you. Whether you stumble in your speech in person or
stumble on the phone, you always weaken your negotiating
position when you stumble. So be prepared!

Rule #2 - Always Initiate The Call. Negotiating successfully
requires focus. If you are caught off-guard by a supplier
calling you, your focus will not be as strong. If you pick up
a ringing phone and there is a supplier representative on the
other end and she wants to discuss terms, ask to call her back
in five minutes. Use that time to review what you prepared and
then call the supplier. Initiating the call gives you more
control.

Rule #3 - Turn Off Your Screens. In today's connected world, we
expect ourselves to multi-task. That's great. But not during
a negotiation. Checking email during a negotiation will dull
your focus and could result in your failure to object to terms
that the supplier is introducing. Eliminate the risk of such a
distraction and just turn off your computer screen or
Blackberry. Your email will be waiting for you when the call
is over.

Rule #4 - Promptly Transcribe Your Notes. In-person negotiation
discussions are easier to remember because you remember what you
see, hear, and write. In phone negotiations, you have one less
sense for your memory to depend upon. As you negotiate by
phone, you probably scribble down notes about your conversation.
They will make sense to you when you read them. Until tomorrow.
Type up your notes immediately after your call so that you can
have a clear recollection of the negotiation outcome later.