Negotiation is a complex art to master. While to some, it may come naturally, unfortunately, many are not blessed with this much-required talent when it comes to negotiating an increase in wage or running a business. Throw in it; the e-negotiation demands and the process can be a nightmare for many of us. As the challenges of e-negotiation are way too complicated compared to the traditional face-to-face negotiation, sometimes people cannot even identify the challenges associated with e-negotiations and, therefore, struggle to conduct this art of negotiation successfully. So, it is vital that we first must understand the challenges of e-negotiation.
What is E-Negotiation?
The challenges associated with e-negotiations start with understanding what a-negotiation is. E-negotiation is a method of conducting negotiations through various electronic means. The most commonly used electronic form here is email. Hence, often e-negotiation, by default, means negotiating over email. E-negotiations can be a difficult negotiation skill to make the breakthrough.
The Key Challenges of E-Negotiation
Diminished Cooperation
When it comes to face-to-face negotiations, our body language plays a crucial part in the outcome of the negotiation. Our body language conveys essential detail that is often taught through the various uses of body language effectively. When it comes to e-negotiation, you are instantly robbed of this layer of information and leaves a lot to individual interpretation. As a result, negotiators tend to have a tough time identifying the other party’s interest in e-negotiations.
Lack of Privacy
In traditional negotiations, negotiators can comfortably pick a private space to discuss the negotiation without intervention or knowledge. It even allows for confidentially discussing any non-disclosure agreements. However, doing the same through e-negotiations takes away this liberty of privacy. The other party can comfortably forward the emails to others for an opinion or feedback simultaneously while negotiating with you.
Diminished Trust
Trust is an integral part of the negotiation, and the abundance of privacy and modes of communication often helps to develop enough trust in a time. However, the lack of both affects the trust part in e-negotiations.
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