Putting it in Writing

Written terms and proposals can be subtly persuasive negotiation tools.

“To doubt everything or to believe everything are two equally convenient solutions; both dispense with the necessity of reflection.”

— Henri Poincaré

“Fill out this standard form,” says the receptionist.

Price tags and store signs shout at us constantly as we shop, online or in person, letting us know how much we have to pay.

“My boss already signed the contract, so now we just need your signature,” indicates the salesperson trying to close a deal.

“All required fields must be filled out,” the online platform informs you sternly, likely in red font.

Establishing Clarity, Building Trust

Written agreement language serves some valuable purposes, which you’ll recognize intuitively. Spelled-out proposals are more clear and allow less room for misunderstanding, or later failed recollection, compared to verbal exchanges. Memorialized transactions also reinforce the parties’ joint commitment to agreed-upon terms.

Shared responsibilities and obligations, as evidenced in writing, help forge mutual t…