How can you ensure everyone is on the same page in a remote negotiation?

1 Prepare thoroughly

Before you enter a remote negotiation, you need to do your homework. Research your counterpart's needs, goals, pain points, and decision-making process. Identify your own value proposition, best alternative, and walk-away point. Prepare an agenda, a presentation, and a proposal that address the key issues and benefits of your solution. Also, anticipate any objections, questions, or concerns that might arise and prepare your responses.

3 Build rapport and trust

One of the challenges of remote negotiation is establishing rapport and trust with your counterpart. You need to show that you are professional, credible, and respectful, while also being friendly and personable. You can do this by using positive body language, eye contact, and facial expressions, as well as by listening actively, asking open-ended questions, and showing empathy. You can also use small talk, humor, and compliments to break the ice and create a rapport.

4 Clarify expectations and assumptions

Another challenge of remote negotiation is avoiding misunderstandings and miscommunication that can derail the deal. You need to clarify your expectations and assumptions with your counterpart and make sure you are on the same page about the goals, scope, timeline, and terms of the negotiation. You can do this by summarizing and confirming what you hear, using clear and simple language, and providing examples and evidence to support your claims. You can also use visual aids, such as slides, charts, or diagrams, to illustrate your points.

5 Handle objections and questions

During a remote negotiation, you might face objections and questions from your counterpart that challenge your solution or your position. You need to handle them effectively and confidently, without being defensive or aggressive. You can do this by acknowledging and validating their concerns, asking probing questions to understand their underlying needs and motivations, and providing solutions or alternatives that address their issues. You can also use stories, testimonials, or case studies to demonstrate the value and results of your solution.

6 Follow up and close

The final step of a remote negotiation is to follow up and close the deal. You need to send a thank-you email or message to your counterpart, summarizing the main points and outcomes of the negotiation, and attaching any relevant documents or resources. You also need to set a clear timeline and action plan for the next steps, such as finalizing the contract, delivering the solution, or providing support. You need to follow up regularly and promptly until you close the deal and ensure your counterpart's satisfaction.