Do Put Things in Writing

Putting things in writing is so important. It helps you to keep authority and control. It avoids all kinds of embarrassing mistakes, and often helps to clarify issues that would otherwise be clouded.

Five points about writing:

• Put any agreement in writing. Wherever possible, volunteer to write the agreement or contract.

• Write down all key points during the bargaining process. Be highly visible in the process. When it suits you, show them to your counterpart and agree those points together.

• Write the agenda before you meet. If it is a group meeting, we should write the agenda after we have made contact with each person, to ensure that they feel represented. Make sure you then send a copy to each individual. Remember, what is written has authority. So think through what you could carry into the negotiation with you, in the form of written statements or proposals. In many situations we can win the advantage by carrying written evidence to support our opening offer.

• Use customer or supplier statements in typed form, to add weight to any particular point you may be making. In particular, use them to back up any claims of advantage or benefit that you may be making during the bargaining phase.

• Written points should be on file in the event of contractual problems later.