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Here's how you can adjust your negotiation style for remote work.

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In today's digital age, remote work has become a staple, and with it, the need to adapt your negotiation skills to a virtual environment. Contract negotiation, a critical skill in many fields, requires a nuanced approach when taken out of the traditional face-to-face context. Whether you're finalizing business deals, discussing terms of employment, or navigating vendor agreements, the shift to remote negotiation calls for an adjustment in tactics. This article will guide you through tailoring your negotiation style to thrive in the remote work era, ensuring you can reach successful agreements even when not in the same room as your counterpart.

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1 Embrace Technology

Embracing technology is your first step in adjusting your negotiation style for remote work. Familiarize yourself with various communication platforms and tools that facilitate virtual meetings, such as video conferencing software and document sharing applications. Ensure you have a reliable internet connection to avoid disruptions during negotiations. Practice using these technologies beforehand to appear professional and avoid technical difficulties that could undermine your negotiating position.

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Luciana M.

TOP VOICE | Contract Mgmt & Legal Ops Expert | Security, Compliance & Legal Risk Mitigation | Turning Contracts into Strategic Assets | Investigations & Strategic Relations Authority | Innovating Law with AI and Tech
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Adjusting your negotiation style for remote work requires more than just embracing technology. It's about reimagining how you build rapport and trust. Use video calls to create a 'face-to-face' connection, but don't stop there. Share screens to walk through documents collaboratively, use digital whiteboards for brainstorming, and leverage chat for quick clarifications. Prepare meticulously—ensure your environment is professional and free of distractions, and practice with the tools to avoid technical glitches. Remember, effective remote negotiation is about blending tech savvy with human touch, ensuring clarity and connection across the digital divide.

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2 Set Clear Agendas

Clear agendas are vital in remote negotiations. Before entering a virtual negotiation room, ensure all parties have a detailed agenda. This document should outline the topics to be discussed, the order of discussion, and allocated times for each item. A clear agenda helps keep the negotiation focused and efficient, preventing the common pitfalls of virtual meetings, such as tangents and time wastage.

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3 Build Rapport

Building rapport remotely can be challenging, but it's essential for successful negotiation. Start by engaging in small talk and showing genuine interest in the other party's perspective. Even though you're not physically present, use active listening techniques like nodding and verbal affirmations to show you are engaged. Establishing a connection can lead to more open communication and a willingness to compromise.

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Siobhan Bermingham

Negotiation Consultant at Scotwork UK | Negotiation Skills Specialist | In-Person & Virtual Negotiation Training | Deal Divas Negotiation Podcast Host | Public Speaker | Consultancy Services
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You can build rapport through conversation/small talk, humour, showing an interest in the other person (not just the deal), mutual interests/acquaintances and sharing things about yourself. Building Rapport is very important - it helps you to: - build trust - remembering the saying - Know me, like me, trust me - have regular connection/communication to keep you in mind - show that you aren't just looking for a transactional relationship - build a long-term, collaborative relationship - understand their needs, constraints and priorities over a longer period of time = insights that are hugely valuable for your proposals

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4 Manage Time Zones

Managing time zones is a unique aspect of remote negotiations. Be considerate of the different time zones your counterparts may be in. Schedule meetings at times that are reasonable for all parties involved. Being flexible and accommodating with timing can foster goodwill and shows respect for your counterparts' schedules, which can positively influence the negotiation outcome.

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5 Leverage Visuals

Leverage visuals to enhance understanding and engagement in remote negotiations. Use slides, charts, and other visual aids to clarify complex points and keep the other party's attention. Visuals can also serve as a reference point for both parties, ensuring that everyone is on the same page and facilitating a smoother negotiation process.

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6 Follow-Up Promptly

Following up promptly after a remote negotiation is crucial. Send a summary of what was discussed and any agreements reached to all parties involved. This not only serves as a record of the negotiation but also shows professionalism and can help move things forward. Prompt follow-up ensures that no details are lost or misunderstood and that momentum is maintained towards finalizing the agreement.

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7 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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Here's how you can adjust your negotiation style for remote work.

1

2

3

4

5

6

7

1 Embrace Technology

2 Set Clear Agendas

3 Build Rapport

4 Manage Time Zones

5 Leverage Visuals

6 Follow-Up Promptly

7 Here’s what else to consider

Contract Negotiation

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Here's how you can adjust your negotiation style for remote work.

1

2

3

4

5

6

7

1 Embrace Technology

2 Set Clear Agendas

3 Build Rapport

4 Manage Time Zones

5 Leverage Visuals

6 Follow-Up Promptly

7 Here’s what else to consider

Contract Negotiation

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