Why You Should Think Twice Before Hitting Send



If you're thinking of initiating a negotiation, it's best to avoid doing it over email, especially if the stakes are high. 

Schedule a face-to-face conversation for your high stakes negotiations. Better yet, create goodwill by inviting your bargaining partner out to coffee or lunch. Bonding over small talk and food releases the bonding hormone oxytocin that helps to build trust and increase positive feelings. 

Studies have shown that you're four times more likely to reach a mutually beneficial agreement when there is goodwill and trust between partners. 

In person, you can make the best of three elements of face-to-face communication -- words, tone of voice and non-verbal behavior -- to enhance positive feelings and to be perceived as genuine. When all three are aligned to convey warmth towards your bargaining partner and a relaxed confidence for achieving a win-win outcome, you're more likely to be trusted. Your message is more likely to land. 

One of many troubles with email is that, you miss both the tone of voice and body language to clue you into the sender's emotions. 

Words alone can be misread or misinterpreted. Without the face-to-face interaction, you miss out on the rich opportunity to bond and create goodwill. 

But what if you work remotely or with busy executives who are hard to reach in person or by phone? 

Not to worry, we've got you covered. Come on over to our blog to read our word-by-word script on how to negotiate anything over email.