What are some strategies for effectively negotiating via SMS?
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Negotiating via SMS can be a quick and convenient way to reach an agreement, but it also poses some challenges. How can you convey your message clearly, avoid misunderstandings, and build rapport with your counterpart? Here are some strategies for effectively negotiating via SMS.
SMS can be a great tool for negotiating simple, low-stakes, or urgent matters, but it may not be the best option for complex, high-stakes, or sensitive issues. Before you start texting, consider the nature and context of the negotiation, and whether SMS is appropriate and acceptable for both parties. If not, you may want to switch to a more formal or personal channel, such as email, phone, or video call.
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Mario Bruggmann
SMS are particularly great for follow-ups on items discussed before. I would usually not propose to initiate new negotiations via SMS.
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Cornelius Felgenhauer
Open for new challenges in: Procurement Management - Category Management - Negotiations - Sourcing Processes - Contract Lifecycle Management - Procurement consultancy
Je suis d'avis qu'il est plus convenable de faire un téléphone ou une visioconférence que de créer d'interminables chaines de SMS pour négocier!
SMS has a limited space and time to convey your message, so you need to be clear and concise. Avoid jargon, slang, or abbreviations that may confuse or offend your counterpart. Use short sentences and paragraphs, and break down your message into key points. Use emojis, punctuation, and capitalization sparingly and appropriately to convey your tone and emotion. Don't assume that your counterpart will understand your message the way you intended it, and check for typos and errors before you hit send.
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Mario Bruggmann
Ideally, you have a numbered list of open items which have been discussed before. You can then reference to the known numbers while making proposals. This helps to keep structure in the process.
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SMS can be impersonal and cold, so you need to show respect and empathy to your counterpart. Use their name, address them politely, and thank them for their time and cooperation. Acknowledge their concerns, interests, and feelings, and try to understand their perspective. Avoid aggressive, rude, or sarcastic language, and don't text when you are angry or emotional. Apologize if you make a mistake or cause a misunderstanding, and don't take things personally.
SMS can be ambiguous and unreliable, so you need to seek confirmation and feedback from your counterpart. Ask open-ended questions to clarify their needs, preferences, and expectations. Summarize and restate the main points and agreements, and ask them to confirm or correct them. Use positive feedback to reinforce your appreciation and satisfaction, and invite them to share their opinions and suggestions. Don't leave them hanging or guessing, and respond promptly and politely.
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Mario Bruggmann
While answering promptly, keep in mind that SMS is an asynchronous way of communication. Thus, while keeping the communication in flow, don't expect an immediate answer.
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SMS can be a way to build rapport and trust with your counterpart, if you use it wisely. Show interest and curiosity in them as a person, and not just as a negotiator. Share some personal or professional information that is relevant and appropriate, and find common ground or points of connection. Use humor, compliments, or emoticons to lighten the mood and create a positive atmosphere. Don't overdo it or be too informal, and respect their boundaries and preferences.
SMS can be a way to follow up and follow through with your counterpart, after you reach an agreement. Send a thank-you note, a summary of the deal, or a confirmation of the next steps. Keep them updated on the progress and status of the implementation, and address any issues or concerns that may arise. Show your commitment and reliability, and honor your promises and obligations. Don't ghost them or ignore them, and maintain the relationship for future negotiations.
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Mario Bruggmann
While this article is about SMS negotiations, one shall not forget that the same best practices also apply for negotiations over messengers such as WhatsApp, Telegram, or Signal. This holds true despite having more characters available. Because one should still keep to the habits of texting, and not fall into the "E-Mail mode".