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.

The Walk-away Trap: Becoming too fond of your walk-away option.

Win-Lose: Assuming a fixed-pie, win-lose scenario.

See also