The 4 rules of phone negotiation

Negotiating by phone has both similarities and differences with face-to-face negotiation. Therefore, there are specific rules to apply.

The following four rules may seem very simple to you... but don't forget them! These little things can make a big difference in the success of your negotiation.

Rule #1 — Don't neglect your preparation.

Yes, phone negotiation is different from face-to-face negotiation.

But you will have to prepare the same things.

Know your targets, the arguments you will choose to persuade your supplier to accept and anticipate your expectations.

You'll also need to be ready to answer any questions your provider may ask you.

Whether you get mixed up in your face-to-face speech or stumble over the phone, you are weakening your position in both cases. So be ready!

Rule #2 — Always initiate the call.

Negotiating successfully requires being ready. If you are caught off guard by a supplier calling you, your goal will be more difficult to meet.

If you pick up and a commercial interlocutor If you want to discuss specific conditions, ask to call him back in a few minutes.

Use this time to get ready and then call the supplier. Initiating the call will always give you better control of the situation.

Rule #3 — Stop your screens.

In today's connected world, we tend to become multi-taskers.

That is very good. But not during a negotiation!

Checking e-mails during a negotiation requires your attention and may result in your inability to oppose the conditions proposed by your interlocutor.

To eliminate this risk, nothing could be easier: turn off the screen of your computer or smartphone.
Your email will still be there when the call is over.

Rule #4 — Transcribe your notes quickly.

Face-to-face, you remember what you see, hear, and write; as a result, the exchanges during negotiations are easier to remember.

In phone negotiations, your memory may fail you because not all of your senses are requisitioned.

When you trade by phone, you are probably scribbling notes on your exchange, they will make sense to you when you read them... but only for 24 hours!

Type in your notes immediately after your call so you can keep a clear record of the outcome of the negotiations in the future.

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