Negotiation Letters

There are many times when it is better to negotiate using a letter.  Lawyers do it all the time.  Put your initial offer on paper and don’t let them see the smirk on your face.  Negotiation letters and emails can have the advantage of being cold and emotionless or they can mask your real emotions to your benefit.  Depending on your situation a little personal separation from the conflict could help turn the tides.

Using letters or emails, allows you to have more time crafting your message.  If you are a naturally amiable person, then face to face negotiations may not be your strong suit.  If you  want the gravity of your message to sink in before they respond, using a letter may be the right choice.  An of course if you are dealing with a mindless machine of a company (Credit Reporting Bureaus) a letter may be your only option.

Before you put pen to paper or open up Outlook, be sure you have done your preparation.  Understand what your BATNA is, where you want your set point to be, and what emotion you want the other side to feel.  Once you have done all the prep work, then you are ready to get started writing.  Using written correspondence is almost like using the hidden table.  The letter is like Friday from Dragnet, “Just the facts, ma’am.”

Here are a few sample letters to get the mental ball rolling:

Career Negotiation Letter – To spur a response after a job interview

Dear _________,

Thank you for the interview last week.  I am interested in a position at your company.  However, I wanted to let you know that I received another offer.  It is a position at another company that interests me.
I just wanted to check in with you to see where you are in the decision process.  I need to respond to their offer by the end of the week.

Sincerely,

Just something to put a little pressure on them.  Plus it paints you as an in-demand candidate.

Salary Negotiation Letter – To create a set point before the process begins.

Dear__________,

Thanks for the offer.  I really would like to work for your company.  I was expecting a different salary number.  I look forward to talking to you more about it in person.  I just wanted to show more of what I was thinking before we meet.

At ____________ my Salary was ____________ and my benefits were __________.  I do have other offers that are very competitive at ______________.

Again I do want to work for you.  We should talk about this more in person.  Are you available this week?

Sincerely,

Debt Negotiation Letter – Negotiating a lower payment.

Dear__________,

I understand that I owe a debt to your company in the total of $________.  I am facing a financial hardship currently, but would like to continue making payments towards my debt.  I can afford to pay $______ each month until my debt is paid or my financial situation improves.

I do not dispute my debt to your company and I would like to stand by my agreements when I borrowed the money.  My financial hardship has taken me by surprise and I am doing my best to honor my commitments.  I have include a check for the first payment.  I hope that you will accept my offer.  Please respond and let me know.

Sincerely,

Negotiating with the heavy weights in the credit departments over then phone can be very intimidating.  Sometimes a letter is a little easier on your mind and can be very effective, especially if you send it with a check.

While using letters and emails to negotiate can be the right tactic.  Don’t use a letter when face to face would be better.  Letters should be used when they are an advantage, not to avoid conflict.  If avoiding conflict is your goal, take a look at why you are afraid.  What is your fear based on?  If you still think you should avoid the face to face conflict then go ahead with the letter.

One last piece of advice:  Have someone else read your letter.  Don’t tell them anything before hand, just let them read it cold.  Then ask them how it comes across.  They will be able to tell you if your message is clear or if it sounds too harsh and cold.