Negociación en el mundo digital

He creído conveniente reproducir en su idioma original un post de Jim Camp acerca de la e-negociación, que cada día se torna más usual en el mundo de los negocios.
En Latinoamérica esta forma de negociación todavía no es tan popular, ya que culturalmente "necesitamos vernos las caras".

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

Negotiation Expert Jim Camp explains his top 5 strategies for winning ugly negotiation battles waged over the Internet

(DUBLIN, OHIO – 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.