Brooks C. Mendell, Ph.D.

    Author of: Loving Trees is Not Enough:

                      Communication Skills for Natural Resource Professionals

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Book Excerpt

From Chap. 3 on Negotiation...
Telephone negotiations, like telephone interviews, tend to be shorter and may produce additional misunderstandings. Risk comes with speed. Without the benefit of body language and eye contact, both parties have difficulty perceiving inclinations or commitment.

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Book Excerpt


From Chapter Three on Negotiating

The phone rings. You answer it and hear, “Hi! This is Phil Groovey from Nacogdoches Forest Resources and I was calling to finalize the terms of our offer to you.” The firm that offered you a job wants to negotiate and you feel compelled to comply. Do not do this. In telephone negotiations, callers have the advantage. They are prepared; you are not. Politely say that this is not a good time, that you have another appointment, that you are occupied. Ask, “When would be a good time for me to call you back?”

Telephone negotiations, like telephone interviews, tend to be shorter and may produce additional misunderstandings. Risk comes with speed. Without the benefit of body language and eye contact, both parties have difficulty perceiving inclinations or commitment. And short, quicker negotiations can produce terms without the benefit of time to consider them.

Be the caller. This lets you plan and prepare. If the other party insists on calling you, or needs to call you for logistical reasons, agree to a specific time.

Listen. Do not play solitaire while participating in a telephone negotiation. Listen carefully and take notes. Ask about points you are not clear on. Date your notes and save them.

Get it in writing. We always get offers in writing. This is paramount for phone interviews. The written document will provide the only proof and recourse that you and the firm understand exactly what was agreed to.