10 Rules for Virtual Negotiation

1. Take steps to create a face-to-face relationship before negotiation, or early on, so that there is a face or voice behind the e-mail.

2. Be explicit about the normative process to be followed during the negotiation.

3. If others are present in a virtual negotiation (on either your side or theirs), make sure everyone knows who is there and why.

4. Pick the channel (face-to-face, videoconference, voice, e-mail, etc.) that is most effective at getting all the information and detail on the table so that it can be fully considered by both sides.

5. Avoid “flaming”; when you must express emotion, label the emotion explicitly so the other knows what it is and what's behind it.

6. Formal turn-taking is not strictly necessary, but try to synchronize offers and counter-offers. Speak up fit is not clear “whose turn it is”.

7. Check out assumptions you are making about the other’s interests, offers, proposals, or conduct. Less face-to-face contact means less information about the other party and a greater chance that inferences will get you in trouble, so ask questions.

8. In many virtual negotiations (e.g., e-mail), everything is communicated in writing, so be careful not to make unwise commitments that can be used against you. Neither should you take undue advantage of the other party in this way; discuss and clarify until all agree.

9. It may be easier to use unethical tactics in virtual negotiation because facts are harder to verify. But resist the temptation: the consequences are just as severe, and perhaps more so, given the incriminating evidence available when virtual negotiations are automatically archived.

10. Not all styles work equally well in all settings. Work to develop a personal negotiation style (collaboration, competition, etc.) that is a good fit with the communication channel you are using.