Mastering Online and Offline Negotiation Tactics for Business

By Mary Ann Keeling

While it's essential to understand and practice offline negotiation, today it also has become necessary to know how to negotiate online. When you're negotiating online, whether it's via social media, email, video conferencing, or another medium, a lot of the traditional elements of negotiation still apply -- but there are some additional things to keep in mind. In this article we will discuss the similarities and differences between online negotiating skills and more traditional offline techniques, and why becoming familiar with both is important for your business.

Similarities Between Online and Offline Negotiation Tactics

Let's start by taking a look at some of the elements that are the same between negotiating online versus offline.

For starters, it's very important in both cases to understand who you are negotiating with. This is especially easy with online negotiations since you can simply Google a person's name, check out their social media accounts to find out what interests them, and maybe even look at their blog. A little research ahead of time can go a long way in helping you understand someone and knowing what to expect.

Another similarity is the fact that compromise plays a huge part in coming to a result that is agreeable to both parties involved in the negotiation. The best outcome to a negotiation is when both parties are able to get as close to what they want as possible.

Being a great negotiator is always a plus. It doesn't matter where you are negotiating or which methods of communication you are using, when you're a skilled negotiator, you'll know how to play to your strengths and downplay your weaknesses.

Differences Between Online and Offline Negotiation Tactics

Now, let's examine some of the key differences between these two venues for negotiation.

The major difference is that you can't rely on visual cues from the person you're negotiating with if you aren't speaking face to face or taking part in a video conference. Many expert negotiators can read people very well, so not having the ability to see their faces can be a bit of a disadvantage. That's why it's important to adapt, and to follow this next step very closely.

Be clear and direct in your communications. Remember that sarcasm and jokes can be very difficult to pick up online, so make sure that your messages can't be misinterpreted. It is also very important to choose your words wisely while negotiating.

There is also less pressure with online negotiations since you can take more time to plan your responses. Oftentimes, a negotiation may begin online and works its way offline, which brings us to the next point . . .

It Pays to Know Both

Rather than choosing one type of negotiation over another, it's a better idea to become familiar with both methods; that way, no matter where a negotiation is taking place, you'll feel comfortable and in the zone. And since a lot of negotiations take place over various platforms, the more versatile you are, the more likely you are to gain a small edge which can be all it takes to make a difference in an important business deal.

If you're comfortable with offline negotiations but still need to work on your online negotiation skills, don't worry because most of what you already know still applies. The core fundamentals of negotiation and human psychology are still at play; however, online you will have a slightly different set of tools at your disposal.

Anyone can learn to negotiate, even without any background in negotiations. Like most skills, negotiating can be developed, so don't worry if you aren't a natural. Common sense, quick thinking, and being able to read a situation all play a big role in every negotiation, whether the negotiation is taking place online or offline. The methods with which you will read a situation and evaluate a negotiation may vary, but the relevance of these fundamental pieces of the negotiations puzzle is something that is always important, regardless of the technology.