How can you negotiate a distribution deal in a hybrid setting?

2 Choose the right channel and mode

In a hybrid setting, you may have to use different communication channels and modes to negotiate with different parties. For example, you may have to use email, phone, video call, or face-to-face meetings depending on the availability, preference, and relationship of the other side. You need to choose the channel and mode that best suits the purpose and stage of the negotiation. For instance, email can be useful for exchanging information and documents, but video call or face-to-face meeting can be better for building rapport and resolving conflicts.

3 Adapt to the context and culture

When negotiating in a hybrid setting, you need to be aware of the context and culture of the other side and adapt your style and strategy accordingly. For example, you may have to adjust your pace, tone, language, and body language depending on whether you are dealing with a high-context or low-context culture, or a collectivist or individualist culture. You also need to respect the norms and etiquette of the channel and mode you are using, such as avoiding interruptions, using appropriate greetings and salutations, and following up with written confirmations.

5 Use creative and collaborative problem-solving

One of the main challenges of negotiating a distribution deal in a hybrid setting is finding a solution that satisfies both sides and creates value for both parties. You need to use creative and collaborative problem-solving techniques to overcome impasses, generate options, and reach a win-win outcome. Some of these techniques include brainstorming, reframing, expanding the pie, trading off, and bundling. You also need to use objective criteria, such as market data, industry standards, and benchmarks, to justify and evaluate your proposals and offers.

6 Confirm and celebrate the deal

Once you have reached a tentative agreement, you need to confirm and celebrate the deal in a hybrid setting. You need to make sure that the agreement is clear, complete, and consistent, and that it covers all the relevant issues, terms, and conditions. You also need to document the agreement in writing and get it signed by the authorized parties. Finally, you need to celebrate the deal and acknowledge the efforts and contributions of both sides. You can do this by sending a thank-you note, a gift, or a testimonial, or by hosting a virtual or physical event.