How to Negotiate via Email - Deepstash

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KELLOGG.NORTHWESTERN

How to Negotiate via Email

How to Negotiate via Email

insight.kellogg.northwestern.edu

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Conversational Tones

Think about your e-communication like cholesterol, meaning that there are two kinds of conversational tones: positive and negative.

  • Positive-toned communication: phrases such as “This is great,” “I really like . . . ‚” and “Thank you,” through greetings (“Dear so-and...

According to researchers, three types of engagement can be measured via your words: emotional engagement, social engagement, and task engagement.

Let’s face it: relationship building is more difficult over email than face-to-face. One key to building a relationship vi...

As a second step in analyzing your own email communication, count all your pronouns—e.g., “I,” “me,” “you,” “us,” “our,” “we,” etc. Personal pronouns reflect attention to people rather than to objects or concepts.

The more personal pronouns are present, the more people ar...

Using a lot of “I, me, mine” words can reflect a neurotic or ruminative self-focus, in natural conversation it often takes the form of hedging (e.g., “I think this might work”). But it also can reflect dominance.

According to researchers, the ideal rank order of pe...

Examine at least three exchanges between you and another person, using these three indexes. Are you engaged? Is the other person engaged? On what dimensions: emotional, social, task?

  • First, do not begin messages with anything negative. Why? This creates a general gloomy tone...

People behave differently when they are not face-to-face. They are more negative and, often, more presumptuous, conveying the impression that they are entitled and not easy to work with. This is a problem because excessive pride or hubris harms our ability to locate the sweet spo...

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