How to Improve Your Written Negotiation Skills: Switching a Silver Tongue for Silver Fingers

Negotiating is an integral part of any business. Does your negotiation style change when using the written word than when speaking? If not, you might want to think about it. The subtle signals you would normally pick up in a verbal negotiation are missed, since you aren't able to see such nonverbal communication in a letter.

So how does one get an advantage in a written negotiation? In short, you need to be aware of the real, often hidden meaning behind the words. Look at how and where the words are placed, and determine from the results what the letter's author is really saying. Also take a look at how your words are being received by the other party. Basically, as you discuss your position on the issue, you should keep in mind what impact your words are going to have. You also should examine the background and culture of the other party, and consider if any words in the letter (yours or theirs) have a different meaning for them.

As with all negotiations, you need to get some background info on the person you'll be primarily negotiating with. While doing this, besides the usual information you need to find, it would also be prudent to gather some previously written material of theirs for comparison. It's a simple act, but could prove quite valuable later in the negotiation.

How do you go about collecting such a sample? Before you begin the negotiation process, write the other party about a matter that you request their opinion on. Observe the reply to determine their writing style. Are the words generally positive or negative in nature? Does the reply come right to the point, or offer a formal opening and closing paragraph? As you begin the actual negotiation, compare their words against the letter you were given previously. See if there are any significant differences in the words. By noticing these differences you'll be able to see just how their manner might change, and you'll be better able to realize when the tone has changed.

By seeing how the other party chooses their words and phrases and the overall tone in which they establish their side of the issue, you will gain the advantage of knowing what offers they would respond in a more positive manner to. By using this method, you can tell in advance which path to guide the negotiation process and forge a successful agreement.