What do you do if you're a remote worker needing to negotiate face-to-face in a virtual setting?

Negotiating virtually can be tricky, but here are some tips for a remote worker to shine: Turn on video & audio: It builds trust and lets your body language (partially) shine through. Focus on clear communication: Speak clearly, avoid interruptions, and use active listening cues. Prepare visually: Share data screens or presentations beforehand to keep everyone on the same page. Embrace digital tools: Utilize breakout rooms for private discussions or whiteboards for brainstorming solutions.

Gather information. Research the other party's background, needs, and priorities to inform your strategy. Set clear objectives. Define your goals and desired outcomes for the negotiation. Know your limits. Determine your walk-away point and alternative options if the negotiation doesn't succeed. Test technology. Ensure your internet connection, video conferencing, and other tools are reliable and easy to use. Practice with the tools. Familiarize yourself with features like screen sharing or chat functions to enhance communication. Prepare talking points. Anticipate potential questions or objections and plan your responses.

From my perspective I would do the following. Research the opposing party to anticipate their concerns. Prepare: Know your goals and what you need to achieve. Start with making small talk at the beginning of the meeting. Use a bigger screen when communicating with cameras turned on, because they are more effective. Keep groups small as virtual meetings with four or more parties can get off track quickly. Show empathy: that you understand the other side's issues, needs, and interests. Ask open-ended questions and acknowledge the other side's perspectives and feelings. Build rapport: Show respect, curiosity, and appreciation. Finally I would make a professional appearance: Dress as you would for an in-person meeting.

La preparación es especialmente importante en negociaciones virtuales, ya que en estos entornos no somos capaces de captar todos los detalles clave como: entonación, lenguaje corporal, actitud, etc. Tratemos de visualizar todos los escenarios posibles y tengamos claro, desde un inicio, ?cómo vamos a reaccionar en caso de obtener una negativa.

Choose a quiet, well-lit space for the negotiation where you won't be interrupted. Make sure your background is professional if you're using video conferencing.

Use clear and concise language to convey your points. Avoid jargon or overly complex terminology that could lead to misunderstandings. Make use of visual aids if necessary to illustrate your points.

Use simple language. Avoid jargon or complex terms that could cause confusion. Be concise. Get to the point quickly and avoid rambling or unnecessary details. Speak slowly and clearly. Enunciate your words to ensure clarity, especially in virtual meetings. Listen actively. Pay attention to what the other party is saying without interrupting. Ask clarifying questions. Seek confirmation to ensure mutual understanding. Utilize visual aids. Share screen or presentation materials to illustrate your points visually. Use the chat function strategically. Summarize key points or share relevant links to support your arguments.

Familiarize yourself with the technology you'll be using for the negotiation, whether it's video conferencing software, document sharing platforms, or virtual whiteboards. Test your equipment beforehand to ensure everything is working smoothly.

OK, I'm kind of pushing an open door... Yet, the most simple tips are sometimes the best. 1. Have multiple screen and place them around your camera eye. 2. Have your negotiation guidebook on your desk or screen 3. Have a flipchart or whiteboard behind you, very visible for the other party 1. and 2. enable a quick team message or a quick research on the other party, on the market, on fact & figures, or even on your nego methodology whilst maintaining maximum contact with the camera eye. 3. The point is to write down anything that resembles a deal, a commitment, an exclusion, etc. The virtual whiteboard disappears from sight. The real one sticks in front of OP (other party). Best negotiators make sure OP negotiate with themselves ;-)

Es necesario ser cuidadoso con el uso del material de apoyo. Si bien es cierto que el uso de datos y estadísticas pueden potenciar nuestras propuestas, no hay que olvidar que la clave de toda negociación es la interacción con la contraparte. Evita el uso excesivo de recursos digitales como videos o presentaciones y presta atención a las reacciones de tu interlocutor.

Even though you're not meeting face-to-face, building rapport is still important. Take the time to establish a connection with the other party, whether through small talk at the beginning of the meeting or by showing genuine interest in their perspective.

Show genuine interest. Ask open-ended questions about their background or interests. Find common ground. Look for shared experiences or mutual connections to build rapport. Use positive body language. Maintain eye contact and smile to convey warmth and attentiveness. Listen actively. Show empathy by acknowledging their perspective and concerns. Adapt to cultural differences. Be mindful of cultural norms that may influence communication styles. Express appreciation. Thank them for their time and contributions during the negotiation. Follow up. Send a personalized note or message after the negotiation to maintain rapport.

Summarize key points. Highlight agreements, action items, and deadlines for clarity. Clarify next steps. Outline responsibilities and timelines to keep everyone on the same page. Express appreciation. Thank the other party for their time and collaboration during the negotiation. Address any outstanding questions or follow-up items promptly. Use a professional tone. Be concise and clear in your written communication. Proofread before sending. Ensure accuracy and professionalism in your follow-up message. Offer to clarify. Invite the other party to reach out with any further questions or concerns.