Engaging in an Email Discussion? Adopt a Preemptive Strategy
In the digital age, email negotiations have become a common method for conducting business, especially when parties are geographically dispersed. A recent study conducted by Dr. Jennifer D. Parlamis and Dr. Ingmar Geiger aimed to improve the success and satisfaction of email negotiations, particularly in the context of proactive media management, value-creating behaviours, and maintaining close contact.
The study found that negotiators who engaged in proactive media management, such as maintaining contact hygiene and choosing the right communication platform, achieved more joint gain and were more satisfied with their agreements. Preparing thoroughly, using clear and confident communication, and building trust through tone and transparency were also key factors in successful email negotiations.
Value-creating behaviours, like making multi-issue offers, suggesting compromises, and noting similar and divergent interests, also increased the gain achieved within a pair. In contrast, competitive, value-claiming behaviours had less of a detrimental impact on joint gain within pairs in this study compared to face-to-face negotiations.
Regular and open communication during an email negotiation may help negotiators avoid misunderstandings, negative emotions, and disengagement that sometimes characterize online talks. Expressing anger and other negative emotions may be easier to brush aside in emails than in face-to-face talks, potentially allowing negotiators to stay focused on the task at hand.
Maintaining close contact through regular and strategic follow-ups, personalised interactions, and managing emotions and conflicts carefully, also improved outcomes in email negotiations. The study results suggest that we may be better off focusing more on value-creating moves than on building rapport in one-shot email deals.
In addition to these strategies, negotiators should keep emails concise but comprehensive, balancing gratitude with assertiveness, practice strategic pauses, and confirm agreements clearly at the close of negotiation to avoid misunderstandings.
Email negotiation can be appealing or necessary for parties with time and distance constraints, particularly in international negotiations. However, it has a reputation for promoting deception and hindering trust and rapport. The study findings provide valuable insights for negotiators seeking to improve the effectiveness and satisfaction of their email negotiations, leading to stronger, trust-based agreements aligned with both parties’ interests.
- Negotiators who adopt proactive media management strategies, such as maintaining contact hygiene and selecting appropriate communication platforms, often achieve more joint gain and satisfaction in their email negotiations.
- Clear and confident communication, along with building trust through tone and transparency, are essential keys to success in email negotiations.
- Value-creating behaviors, like making multi-issue offers, suggesting compromises, and noting similar and divergent interests, enhance the gains achieved within a pair during email negotiations.
- Regular and open communication during an email negotiation can help negotiators avoid misunderstandings, negative emotions, and disengagement, thereby improving the outcomes.
- To further optimize email negotiations, negotiators should keep their emails concise but comprehensive, balance gratitude with assertiveness, practice strategic pauses, and confirm agreements clearly at the close of negotiations to avoid misunderstandings.
