A Practical Guide to Negotiation by Gavin Presman

Author:Gavin Presman
Language: eng
Format: epub
Publisher: Icon Books

THE POWER OF THE WRITTEN WORD

The written word is often a more powerful medium than conversation, but given its more concrete nature, you should use it only when you are confident that your proposal is sound, and is close enough to be accepted as is. If you have had an honest and effective discussion, this should be possible, so an email or note will work well to move the negotiation forward. In many cases you will need to formalize the process in this way. Often a call will be the best way to make the initial proposal though, because it will allow you to gauge the reaction and determine whether to move directly on to the bargaining and agreement stage. There are no hard-and-fast rules though for how to present a proposal. What is important is that you recognize that, following a clear discussion, one party will need to proactively present a proposal. And if you are the person doing that, then you are more likely to be able to move the agreement in a direction that works well for both parties.

The advantage of being the person who puts forward the first proposal is that you stay in the driving seat. As long as you don’t propose anything that is clearly unaligned with your discussions, then you should be able to use the proposal as a step to moving the agreement on. When you write your proposal, allow yourself room to move in the next stage, Bargaining (which we will cover in the next chapter). This means you will need to write your proposal using variables that both you and your partner may be able to exchange, or bargain with, to move the agreement forward.

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