The Ultimate Guide to Negotiating Over the Phone and in Writing — Lessons from Herb Cohen

In an increasingly connected world, many negotiations happen without face-to-face interaction. Herb Cohen’s You Can Negotiate Anything offers timeless advice on overcoming the unique hurdles of telephone and written negotiations.

Phone negotiations lack the benefit of body language and facial expressions, which can lead to misunderstandings. This requires you to hone your listening skills, ask clarifying questions, and be explicit in your communication.

Telephone calls tend to be shorter and more competitive, so preparation is key. Know your objectives, anticipate objections, and set the agenda early. Being the caller often gives you an edge in controlling the flow.

Following up phone negotiations with written agreements is essential. A clear memo or email summarizing terms solidifies commitments, prevents disputes, and maintains trust. Even informal agreements benefit from documentation.

These strategies not only prevent confusion but also demonstrate professionalism, which can influence future negotiations positively.

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