We live in a global village fostered by cheap, speedy and convenient modes of communication. And the Covid pandemic has increased this phenomena.
Many companies have realised that their employees could deliver work remotely. This takes away the need to travel, which saves employers costs. Business travel is expected to decline between 15% and 25% in 2025 compared to the pre-Covid era. Globalisation, persistent inflation, high energy prices, environmental considerations, and labour shortages are not going to improve things.
A great majority of negotiations are now e-negotiations (negotiations via electronic means). They are convenient (we always take the path of least resistance), but they also have limits.
Here's the thing. Regardless of how easy it is to send an instant message or how tight the agenda or the budget may be, a well-aware negotiator should continue giving importance to face-to-face meetings for better negotiation outcomes. Otherwise, one would be underestimating human nature.
Despite human advancement and new technologies, we remain wired the same way and can’t assume that negotiating behind a device is the same as negotiating face-to-face.
Here are five good reasons a negotiator should give importance to face-to-face negotiations and incorporate it in their negotiation strategy:
1 - Success - Research shows that face-to-face request is 34 times more successful than an email
2 - Trust - You have a better chance be understood face-to-face as it is easier to build rapport and gain trust
3 - Cues - Face-to-face meetings reveal more cues about counter-parts, especially the first impression they make, their body language and facial expressions
4 - Context - While context can often be limited with e-negotiation, face-to-face negotiations offer more information about their context. It reduces the risk of mistakes and misunderstandings
5 - Deception - People are less inclined to lie, be agressive and use tactics when they face their counterparts. A device makes it easier because they can distance themselves from the guilt and their responsibilities
Ludovic gives negotiation training in Europe, Singapore and the rest of Asia on negotiation and influence. Should you want to improve or develop your negotiation skills, please feel free to contact us.
