The Dirty New World of e-Negotiation and How to Win | EmpoSoft

Dublin, Ohio (PRWEB) July 31, 2012

The days of face-to-face negotiations are being replaced by negotiations conducted over email and Skype, particularly in the business world. Jim Camp, a world-renown negotiation expert calls this new trend e-negotiation, and warns that, When you cannot see your adversary?s emotions, speed of speech, and tone of voice, you must approach negotiations with absolute strategic and systematic precision or risk being eaten alive.

Jim Camp states that, When people are e-negotiating they feel more anonymous. This feeling of anonymity leads people to use far more dirty negotiation strategies and outright deception to get what they want. To win in this dangerous environment you must be very cautious and understand that your adversary does not have your best interests in mind.

To prepare yourself for e-negotiations, Jim Camp recommends using the following negotiation strategies to put the negotiation in your control:

1. Define your purpose in the negotiation. Your purpose must be very clear to you from every angle and direction so you understand and can clearly state how the benefits of what you are proposing solves your adversary?s problems and makes life/business better for them.

2. Identify the problems to be solved as you see them. Not many people in this life see the real problem or wish to see the real problem, especially if they are the problem or the one creating the problem. By identifying and creating vision around the problem you can then provide solutions that deliver benefit.

3. Write words that create vision in their world of how they benefit from the solutions to the problems you have identified. For example, your ability to structure an interrogative question can be a powerful visual tool. What will happen if this is allowed to continue? What will be the damage? Who will suffer the most? Or descriptive words like unprecedented profit, insurmountable loss, and loss that can never be recovered are just a few examples of building vision.

4. Know exactly what you want to get from the negotiation and state it clearly while giving your adversary permission to reject or accept. This is so important to you because decision drives the negotiation. Rejection is the safest decision for the other party and it will move the negotiation forward. By encouraging rejection or embracing you are influencing the other party in such a way that will at best deliver to you exactly what you want and at worst continue the negotiation.

5. Use words that demonstrate respect, consideration, and humanness. For example, I have appreciated your good work and efforts for a long time. Your efforts in the past are something you can be very proud of. You have demonstrated your ability to lead and I have great respect for that.

For more expert advice on how to win at negotiation, Jim Camp has made his best selling negotiation book, Start With NO available as a free audiobook that can be downloaded at http://www.campnegotiationinstitute.com/free-negotiation-tools.

About Jim Camp

Jim Camp is recognized globally as an expert in applied negotiations. Using his proprietary Camp Negotiation Management System, he has coached and managed hundreds of millions of dollars in transactions negotiations for his clients, including businesses of all sizes as well as governments and multinationals.

Camp is the founder and CEO of The Camp Negotiation Institute (CNI), which has more than 400 students from 24 countries enrolled in its Team Member courses. Graduates of the rigorous program earn credentials in the Camp Negotiation Management System.

Camp is also author of two bestselling books published by Crown, Start with No and NO: The Only System of Negotiation You Need for Work or Home, which have been translated into 12 languages. Camps newest offering is a six-CD audio program The Power of No, produced by Nightingale-Conant, the top publisher of leadership development products.

Camps unique approach to negotiation training has been featured on CNN, CNBC, CBS, FOX, Reuters and numerous radio shows as well as The Wall Street Journal, Fortune, Harvard Business Review, Fast Company, Inc., Cosmopolitan, San Francisco Chronicle, The Columbus Dispatch, The Christian Science Monitor and San Jose Mercury News.

For more information on Jim Camp, please visit http://www.campnegotiationinstitute.com or call 1-888-519 CAMP.

Source: http://www.emposoft.com/the-dirty-new-world-of-e-negotiation-and-how-to-win/

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