Key Concepts:
- Negotiation words: Terms or phrases related to salary, benefits, or other conditions of employment.
- Albert Mehrabian's communication model: A model stating that communication is 7% verbal (words), 38% vocal (tone), and 55% visual (body language).
- To-do: Assigning someone a task or request via email.
Email and Voicemail Communication in Negotiations
The core principle is to never include negotiation-related language in emails or voicemails. This is presented as an absolute rule. The only acceptable email communication is for scheduling a conversation (Zoom call, phone call, or in-person meeting). Examples include: "Can we talk on Zoom?", "Can we pick up the phone?", "What time should I meet you?".
Avoiding Questions via Email
You should avoid asking questions via email. If a recruiter requests questions via email, respond by stating a preference for discussing them verbally to provide context and explain the reasoning behind the questions. The suggested response is: "I'd really like to talk it through. That way, I can explain why I want to understand what I want to understand."
Reasons for Avoiding Written Questions
The primary reason for avoiding written questions is to prevent assigning the recipient a "to-do." This is further explained using Albert Mehrabian's communication model.
Albert Mehrabian's Communication Model
The model states that only 7% of communication is the actual words used. 38% is conveyed through tone of voice, and 55% through body language. Therefore, relying solely on written words (email) limits communication to only 7% of its potential impact. The interpretation of an email is subjective and may not align with the sender's intended meaning.
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