Negotiating in Life, Negotiating Tips, Planning for Negotiations March 18, 2011

The importance of negotiating face to face

As technology improves, many businesses are finding it is more cost-effective to conduct meetings and negotiations online, via video-conference or web-conference. And most, if not all, businesses exchange all sorts of documents via email or text messaging. Technology may reduce overall costs, but it may not improve the effectiveness of your negotiation.

Text-based communication is probably the worst medium for negotiations. Text cannot convey tone or inflection, which negotiators need to determine the seriousness (or other emotions) of the other party.

With any video-conferencing or teleconferencing meetings, negotiators do not have access to the information that visual cues and body language provide. However, Dr. Chester L. Karrass recommends choosing telephone negotiations when you are trying to get to a very quick resolution or trying to get the attention of someone who is hard to get a hold of. Most people find it easier to say no on the phone than in person.

In an article on BNet.com, Wayne Turmel argues for the importance of meeting in person in the article “Face to Face Still Rules – Tell Your Boss and the Bean Counters.” The article, which is based on a study conducted by the Cornell University School of Hotel Administration, shares the following findings:

  • Face to face meetings facilitate bonding and increase trust
  • Virtual meetings tend to diminish attention by those involved
  • Face-to-face meetings often have downtime, which is valuable for building connections

Even though there may be a cost-savings to hold virtual negotiations, these saving may be offset by the pitfalls encountered when you lose face-to-face interaction.

How often do you hold virtual negotiations? Have you found that you are as effective or less effective when you are not in the same room as the other party?

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

IF YOU HAVE THE TRAINING BUDGET AND TWO DAYS TO SPARE, YOU'LL STRUGGLE TO FIND A PROGRAM MORE FAR-REACHING, ON-POINT, AND INSTANTLY IMPLEMENTABLE.

Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
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