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Negotiation mistakes
Disciplines > Negotiation > Mistakes
Negotiation is a difficult art as it requires managing, in real-time, both the other person's mind and your own.
Here are a number of mistakes that negotiators can make (and what you can do about them).
- Accepting positions: Assuming the other person won't change their position.
- Accepting statements: Assuming what the other person says is wholly true.
- Cornering them: Giving them no alternative but to fight.
- Hurrying: Negotiating in haste (and repenting at leisure).
- Hurting the relationship: Getting what you want but making an enemy.
- Issue fixation: Getting stuck on one issue and missing greater possibilities.
- Missing strengths: Not realizing the strengths that you actually have.
- Misunderstanding authority: Assuming that authority and power are synonymous.
- Misunderstanding power: Thinking one person has all the power.
- One solution: Thinking there is only one possible solution.
- Over-wanting: Wanting something too much.
- Squeezing too much: Trying to gain every last advantage.
- Talking too much: Not gaining the power of information from others.
- Thinking in absolutes: Assuming that there are only a few possibilities.
- Win-lose: Assuming a fixed-pie, win-lose scenario.
See also
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