I Get BETTER Deals By Doing THIS In My Emails!! | Chris Voss

Summary

This video provides essential tips for negotiating via email. It emphasizes the importance of brevity, recommending short emails that focus on a single point. The content advises against overwhelming recipients with too much information or multiple negotiation tactics in one message. Tone is crucial—emails should be written with empathy, using softeners like 'I'm sorry' and 'I'm afraid' to avoid misunderstandings. The speaker also suggests reviewing emails aloud to ensure they convey the right message, ending with a positive tone to reinforce collaboration. The key takeaway: Keep emails concise, mindful of tone, and always aim for a positive conclusion.

Takeaways

• 😀 Keep emails short: Aim for brevity and avoid long emails, which people generally dislike. Stick to 5 lines or less.
• 😀 Focus on one point: Don't overwhelm the recipient with multiple points in a single email. Make one move at a time.
• 😀 Setup, land, and finish positively: Structure your email by setting it up clearly, landing your main message, and ending on a positive note.
• 😀 Warn before delivering bad news: Give the recipient a heads-up like 'I'm sorry' or 'I'm afraid' to prepare them for negative information.
• 😀 Avoid the 'sandwich' method: Don't surround negative feedback with positive comments. Be clear and respectful without overcomplicating the message.
• 😀 Use tone softeners: Phrases like 'I'm sorry' or 'I'm afraid' help soften negative news and prevent misinterpretations.
• 😀 Read emails aloud: After drafting your email, read it out loud in a harsh tone to understand how it might come across to the recipient.
• 😀 Tone is important: Emails can be misinterpreted based on the recipient's mood, so be mindful of how your tone might be perceived.
• 😀 End with a positive collaboration-focused message: Reaffirm your desire to work things out positively to maintain good relations.
• 😀 Last impression matters: The final impression of your email will influence the recipient's perception of the interaction and future communications.

Q & A

What is the main issue with email communication in negotiations?

The main issue is that emails tend to be too long, which can make them ineffective. People often engage in the behavior of writing lengthy emails, despite disliking receiving long messages themselves.

What is meant by the phrase 'Less is more' in email negotiations?

'Less is more' means that emails should be concise and focused on making just one point at a time. Instead of overwhelming the recipient with multiple messages or ideas, focus on clarity and brevity.

Why is it important to avoid including multiple tactics in the same email?

Including multiple tactics in the same email can confuse the recipient and reduce the effectiveness of each tactic. Each tactic should be communicated clearly and individually, allowing the recipient to engage with one point at a time.

How can you set up bad news in an email to make it more palatable?

You should warn the recipient that bad news is coming, allowing them to brace themselves. Use softeners like 'I'm sorry' or 'I'm afraid' before delivering the negative information to soften its impact.

What is the 'sandwich approach' in email communication, and why should it be avoided?

The 'sandwich approach' involves starting with a positive statement, followed by negative feedback, and ending with another positive statement. This method is considered ineffective because it feels insincere and manipulative. Instead, focus on delivering the message directly but with empathy.

Why should you be cautious about the tone of your email?

Tone in email communication is crucial because it can be misinterpreted, especially since the reader’s mood or personal situation influences how they perceive your message. What you intend as a soft, gentle tone may come across as cold or harsh.

What role do email softeners like 'I'm sorry' or 'I'm afraid' play in email negotiations?

Email softeners help mitigate the impact of negative information. By inserting phrases like 'I'm sorry' or 'I'm afraid' before delivering bad news, you signal empathy and reduce the likelihood of the recipient feeling attacked or offended.

What is the significance of the 'last impression' in email communication?

The last impression is crucial because it is the final message the recipient takes away. Ending an email on a positive note or reiterating your collaborative intentions helps ensure that the recipient feels optimistic about the ongoing relationship.

How does the 'read aloud' technique help in refining an email?

Reading your email aloud forces you to hear the words as the recipient would, helping you identify any unintended tone or content issues. It ensures that your message is clear, empathetic, and aligned with your intended communication style.

What is the ultimate goal of email negotiation according to the video?

The ultimate goal is to foster a positive, collaborative relationship. By keeping emails brief, mindful of tone, and structured effectively, you increase the chances of achieving a constructive outcome and maintaining long-term professional relationships.