Characteristics of correspondence negotiation

As a traditional written negotiation method, correspondence negotiation has advantages and disadvantages. (1) Telex and fax are modern means of communication, which are as convenient, timely and fast as telephone. Even communication is easy. Moreover, in the way of correspondence negotiation, telex and letters are in written form, and there will never be misunderstandings and misunderstandings on the phone. Letters and telegrams are written in black and white and accurate.

(2) Conducive to negotiation and decision-making. The negotiation content provided by the correspondence negotiation mode is written, unlike the face-to-face negotiation mode, which requires face-to-face decision-making and sufficient thinking time. It is also convenient for negotiators to fully discuss and analyze, and even consult relevant experts when necessary, which is conducive to careful decision-making.

(3) The materials are complete and well documented. Letters and telegrams can be fully expressed in words and charts, which makes the negotiation content more comprehensive and rich than telephone negotiation. Moreover, after repeated letters and telegrams, these letters and telegrams are the original documents for concluding transactions and signing contracts in the future, which are well founded, easy to keep and have certain legal effect.

(4) Time saving and low cost. Because the way of correspondence negotiation is to realize long-distance negotiation by means of posts and telecommunications, negotiators can sit in the enterprise without running around, saving time and travel expenses. Therefore, the cost of communication negotiation is lower than that of face-to-face negotiation.

In addition, negotiators in the corresponding negotiation mode do not meet each other. Negotiators on both sides can not consider the identity, status and personality of the negotiating opponents, so as to focus on the negotiation of trading conditions, and the transaction is more rational. (1) Letters and telegrams are all communicated in written words, and there may be situations where words can't convey meaning, so let the negotiating party take the time to ponder. If the negotiators have different interpretations, it will cause disputes and disputes.

(2) If the representatives of both sides of the negotiation don't meet, they can't judge each other's psychological activities by observing their voices, expressions, emotions and habitual actions, so it is difficult to use verbal and non-verbal skills.

In addition, the negotiators lack face-to-face contact, and the discussion on issues is often not thorough enough, and the impressions and feelings are not deep.