Negotiation skills: why you should never skip small talk

Let’s talk about small talk. Are you one of many people who dread those awkward conversations about the weather? You may want to consider stepping up your small talk game, because there is one huge benefit to it that you do not want to miss out on.

The surprising benefit of small talk

Study has shown that small talk has a big impact on negotiation results. When people have the opportunity to engage in small talk before a negotiation, they are much more likely to reach an agreement.
Another study showed that the type of small talk did not matter. You may chat about the weather, your personal life or about the deal you are trying the close.

So does this only apply to face-to-face conversations?

Luckily for us, we can even benefit from the positive effects of small talk via e-mail conversations. A study showed that small talk via e-mail significantly impacted negotiations. The participants in the study were divided into two groups: ‘non-small talk’ versus ‘small talk’. The first group showed a 71% success rate. However, of the participants in the ‘small talk’ group 94% reached a negotiated agreement.

 So if you are trying to negotiate a salary raise, a job offer or a car price – make sure to have a little chat first with the person involved.

Small Talk