Smartphones can make for distracted, poisonous negotiations, unless you get smart about their place in doing a deal.
The prevalence of smartphones is raising new challenges for negotiators. On the one hand, the ability to respond quickly to an email or text showcases your availability and allows you to meet tight deadlines. On the other hand, being in touch day and night sets us up for missteps brought on by distraction, heightened emotions and fatigue.
Much of the negotiation advice we encounter focuses on interactions “at the table.” As our business lives migrate online, however, physical tables often are absent from talks.
Absent body language, tone of voice and social cues, negotiators must focus on the content of emails as they seek to understand their partners and determine whether agreement is possible. Thus, the words we choose are paramount when we negotiate via email.
When negotiators take the time to express themselves clearly and succinctly, they may be able to communicate more precisely and eloquently online than they could in person. Most people, however, don’t devote enough time to ensuring that their messages are precise, error-free and well organised. Indeed, negotiators who do business via email tend to reach agreements that are less creative and less satisfying than those that between people who meet in person.
The risks of negotiating via email increase when we are typing responses or questions on the fly. This type of multitasking makes us distracted and unfocused, abundant research suggests, and as a result our emails may be less coherent and accurate than usual.
Meanwhile, smartphones may be changing email from an asynchronous format to a “semi-synchronous” one. With so many people “carrying their in-boxes in their pockets,” he says, our email and text-message exchanges increasingly lean toward real-time negotiations. Given the high potential for misunderstandings in electronic exchanges, conflict may escalate swiftly when negotiators are swapping messages in quick succession.
At the same time, however, one can use the asynchronous nature of email strategically, delaying a response to a provocative request by days, for example, or responding quickly to defuse an unreasonable anchor.
How can we capitalise on the convenience of occasionally negotiating on the go while minimizing misunderstandings and mistakes? Here are three suggestions.
Smartphones can make for distracted, poisonous negotiations, unless you get smart about their place in doing a deal.The prevalence of smartphones is raising new challenges for negotiators. On the one hand, the ability to respond quickly to an email or text showcases your availability and allows you to meet tight deadlines. On the other hand, being in touch day and night sets us up for missteps brought on by distraction, heightened emotions and fatigue.Much of the negotiation advice we encounter focuses on interactions “at the table.” As our business lives migrate online, however, physical tables often are absent from talks.Absent body language, tone of voice and social cues, negotiators must focus on the content of emails as they seek to understand their partners and determine whether agreement is possible. Thus, the words we choose are paramount when we negotiate via email.When negotiators take the time to express themselves clearly and succinctly, they may be able to communicate more precisely and eloquently online than they could in person. Most people, however, don’t devote enough time to ensuring that their messages are precise, error-free and well organised. Indeed, negotiators who do business via email tend to reach agreements that are less creative and less satisfying than those that between people who meet in person.The risks of negotiating via email increase when we are typing responses or questions on the fly. This type of multitasking makes us distracted and unfocused, abundant research suggests, and as a result our emails may be less coherent and accurate than usual.Meanwhile, smartphones may be changing email from an asynchronous format to a “semi-synchronous” one. With so many people “carrying their in-boxes in their pockets,” he says, our email and text-message exchanges increasingly lean toward real-time negotiations. Given the high potential for misunderstandings in electronic exchanges, conflict may escalate swiftly when negotiators are swapping messages in quick succession.At the same time, however, one can use the asynchronous nature of email strategically, delaying a response to a provocative request by days, for example, or responding quickly to defuse an unreasonable anchor.How can we capitalise on the convenience of occasionally negotiating on the go while minimizing misunderstandings and mistakes? Here are three suggestions.
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Smartphones can make for distracted, poisonous negotiations, unless you get smart about their place in doing a deal.
The prevalence of smartphones is raising new challenges for negotiators. On the one hand, the ability to respond quickly to an email or text showcases your availability and allows you to meet tight deadlines. On the other hand, being in touch day and night sets us up for missteps brought on by distraction, heightened emotions and fatigue.
Much of the negotiation advice we encounter focuses on interactions “at the table.” As our business lives migrate online, however, physical tables often are absent from talks.
Absent body language, tone of voice and social cues, negotiators must focus on the content of emails as they seek to understand their partners and determine whether agreement is possible. Thus, the words we choose are paramount when we negotiate via email.
When negotiators take the time to express themselves clearly and succinctly, they may be able to communicate more precisely and eloquently online than they could in person. Most people, however, don’t devote enough time to ensuring that their messages are precise, error-free and well organised. Indeed, negotiators who do business via email tend to reach agreements that are less creative and less satisfying than those that between people who meet in person.
The risks of negotiating via email increase when we are typing responses or questions on the fly. This type of multitasking makes us distracted and unfocused, abundant research suggests, and as a result our emails may be less coherent and accurate than usual.
Meanwhile, smartphones may be changing email from an asynchronous format to a “semi-synchronous” one. With so many people “carrying their in-boxes in their pockets,” he says, our email and text-message exchanges increasingly lean toward real-time negotiations. Given the high potential for misunderstandings in electronic exchanges, conflict may escalate swiftly when negotiators are swapping messages in quick succession.
At the same time, however, one can use the asynchronous nature of email strategically, delaying a response to a provocative request by days, for example, or responding quickly to defuse an unreasonable anchor.
How can we capitalise on the convenience of occasionally negotiating on the go while minimizing misunderstandings and mistakes? Here are three suggestions.
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