The F-Word(s) in Negotiation

One business owner I met this week was concerned about his team negotiating by phone or email, rather than taking the time to have face-to-face meetings. Under time pressure, there is a huge temptation to pick up the phone or email to progress a deal, but the tradeoff is a loss in 3 key areas of negotiation – feedback, focus and flexibility.

Feedback to a proposal is often communicated  by a person’s body language, and without that feedback we can’t judge the best next step. The focus of a meeting is far better than on the phone or emailing where there are more distractions. And flexibility is needed in a give-and-take negotiation, where both sides try to problem-solve and meet their interests. Emails aren’t flexible, and can be recipes for disaster in a negotiation as they tend to state a fixed position.

So following my own advice, if you want to improve your financial performance by up-skilling your team’s negotiation skills, then let me know (by phone or email) and happy to meet up over a coffee to discuss how I can help.

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