“People that make deadly mistakes will eventually be befallen by them.” -Greg Williams, The Master Negotiator & Body Language Expert
To win more negotiations, you must #beware of the 7 most #deadly #mistakes that #negotiators make when #negotiating. To ignore these deadly mistakes is to negotiate at your peril.
1. They omit planning stage of negotiation
There’s value in preparing for a negotiation. You get to experience what might occur during the negotiation which prepares you for that circumstance. Inexperienced negotiators rush to a negotiation without considering the complexities that might occur. That leaves them exposed and vulnerable to chance.
- In this process, consider what a winning strategy might be for you and the other negotiator.
- Consider how you’ll get back on track if you find yourself off of it.
- Consider what you’ll disclose, along with how you’ll do it, and what you’ll settle for (Note: In some cases, talking less can enhance your position. It’ll allow you to gain more insight).
- Control emotions – Assess how you’ll act/react if certain proposals are offered. Be mindful of offering ultimatums. They can be the death knell of a negotiation.
2. They don’t position themselves properly
In every negotiation, the way you’re viewed will determine how the other negotiator engages you. Thus, if you position yourself as someone that reflects the other negotiator’s style, he’ll perceive you as more of an equal.
- Part of the positioning process entails building relationships.
- Consider the degree of confidence you’ll display (too much and he may perceive you as overbearing, too little and he may perceive you as being weak).
3. They don’t consider the opposing style the other negotiator might use
Negotiators use different styles when negotiating. Know what style the other negotiator might use during your negotiation. Be mindful that good negotiators alter their style based on circumstances.
- Hard style negotiator (i.e. I don’t give a darn about what you want; this is a zero-sum negotiation.)
- Soft style negotiator (i.e. can’t we all just get along?)
- Bully – Be wary of the negotiator that attempts to bully you. Note the difference in his characteristics from the hard style of negotiator. He’ll be more brisk, non-caring, rude, and demeaning.
4. They fail to create exit points in the negotiation
They’ll be times when a negotiation will not go as expected. To offset lingering longer than necessary, set points to exit the negotiation based on circumstances.
- Example, if the other negotiator becomes belligerent about a point that creates an impasse, consider exiting the negotiation.
- State that the time appears not to be right to continue the negotiation and prepare to exit.
- Note any demeanor changes in the other negotiator. If it changes for the better, you will have conveyed that he strayed too far.
5. They don’t read or understand body language
Body language and nonverbal clues add or detract from what’s said. Learn to discern hidden meanings to gain insight into the mental thought process that’s occurring in the mind of the other negotiator.
6. They’re not aware of value
Value can expose itself in many forms. It doesn’t have to be monetary. The more you’re aware of the other negotiator’s value proposition (i.e. what he wants from the negotiation and why), the greater the opportunity to get what you want by giving him what he’s seeking.
7. They fail to perform negotiation postmortems
There’s a richness of knowledge in performing a negotiation postmortem. You can gather insights into what occurred compared to what you thought would occur. From those insights, you can learn greater negotiation skills and become a better negotiator.
When negotiating, always beware of the 7 most deadly mistakes that negotiators make. If you avoid these mistakes, your reward will display itself in more winning and easier negotiations … and everything will be right with the world.
Remember, you’re always negotiating!
After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com
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