Structured communication is also helpful – introductions, main points, and conclusions make it easier for the recipient to understand and address our requests. Empathy and kindness are also important – a polite salutation and closing with friendly greetings should be standard. And especially in international communication, it is advisable to pay attention to cultural differences and adapt your communication style accordingly. Show respect and understanding for cultural norms and values. Keep your business partners regularly updated to promote transparency and trust, and use visual aids such as diagrams, graphics, or presentations to support your arguments and make complex information more understandable. These are the basics. Of course, all of this can be done more creatively…

How about addressing the individual interests and needs of the recipient? Show that you have taken the time to understand the specific situations of the other party. Incorporate stories or anecdotes into your emails to create a more personal connection, as this can strengthen emotional bonds and capture the recipient’s interest. Occasionally invite them to virtual meetings or informal video calls, as this can also help build trust and avoid misunderstandings. Celebrate joint successes and milestones, even if they are small. Share interesting articles, studies, or information that might be relevant to your business partner. This shows that you are interested in your partner’s success and want to help.

Chris Voss, a former FBI negotiator and author of the book “Never Split the Difference,” emphasizes the importance of empathy and the application of psychological techniques in negotiations. Some of his key approaches can also be useful in email negotiations:

#Mirroring: Repeat the last one to three words of your counterpart’s statements to show understanding and deepen the conversation.

#Labeling: Identify the emotions or concerns of your counterpart to show empathy and build trust. For example: “It seems like this issue is particularly important to you.”

#Calibrated Questions: Ask calibrated questions that begin with “What” or “How” to gather more information and advance the negotiation. For example: “How can we solve this challenge together?”

#Tactical Empathy: Show tactical empathy by putting yourself in your counterpart’s shoes and acknowledging their perspective and feelings. This can help break down barriers and create a cooperative atmosphere.

Through clear communication, cultural sensitivity, and the use of creative techniques, email negotiations can indeed be conducted successfully while also building strong, trusting business relationships. Do you have similar issues? More tips?