Reaching agreement by message.
WHAT WRITING CHANGES
Nothing is said in the moment Everything is a record Tone is absent Both parties can consider before responding
WHAT THAT FAVOURS
The prepared party.
WHAT TO ESTABLISH BEFORE OPENING
What you want What you will accept What you will not What they likely want
WHAT TO PUT IN AN OPENING POSITION
A clear proposal, with reasoning.
WHY REASONING
Positions without it invite reflexive counters.
WHAT TO AVOID
Opening with your final position Making several concessions at once Responding immediately when provoked
WHY IMMEDIATE RESPONSES COST
Written concessions cannot be withdrawn.
WHAT TO DO WHEN A DEMAND ARRIVES
Acknowledge, and say when you will respond.
WHAT TO TRADE RATHER THAN CONCEDE
Something for something.
WHAT THAT SOUNDS LIKE
We can meet that timeline if the scope reduces to the following.
WHAT TO KEEP TRACK OF
Every point agreed, in a running summary.
WHY
Long negotiations lose their own history.
WHAT TO SEND PERIODICALLY
A summary of what is settled and what remains.
WHY
It prevents reopening and shows progress.
WHAT TO NEVER PUT IN WRITING
Anything you would not want read by a third party.
WHAT TO DO AT THE END
Confirm the whole agreement in one document.
WHY
Terms scattered across messages are disputed.
