Alena Komaromi shares the benefits of using emails in B2B negotiations. Some of her key points include:
- Instant access, often by many parties in an organization, which creates transparency
- Allows a rich diversity of materials to be used as attachments
- Suitable when gender, age, racial biases or linguistic issues could mar the process
Source: INSEAD Knowledge, November 18, 2020. Link. Researchers’ analysis of textual cues revealed two pairs of tactics that salespeople can use to influence buyers:
- Information sharing and recommendation
- Promise and assertiveness
Generally, communicating more rather than less has been shown to increase joint gains in email negotiations”
INSIGHTS: Kamaromi’s review does not specifically identify grammar and spell checking for errors as important skills, but it should. Grammar and proper spell checking are hallmarks of sound communications principles.