“Unforced negotiation mistakes can be costly, even more so when a negotiator is unaware of their existence.” -Dr. Greg Williams, The Master Negotiator & Body Language Expert
“10 More Painful Mistakes to Avoid That Hurt Negotiation Skills”
Are you making any of the following 10 negotiation mistakes? If so, you are hurting your negotiation efforts. Worse, you may not recognize when you are doing so. Here is how to staunch this by identifying and avoiding these mistakes.
1. Failing to Plan
Lack of preparation leaves you vulnerable to surprises and weakens your negotiation position. Without clear goals, understanding of the other party, and knowledge of your alternatives, you risk making poor decisions.
How to improve: Before talks begin, research both sides, define your objectives, and know your walk-away point. During negotiations, constantly assess your mile-markers (i.e., where you thought you’d be versus where you are).
2. Talking Obsessively and Not Listening
By talking too much, you risk divulging unintended information and missing insights that might benefit your position.
How to improve: Be attentive during your talks. Rephrase what you hear and utilize silence to prompt the other negotiator to reveal more.
3. Letting Emotions Drive Decisions
Displaying emotional reactions like anger or anxiety can become the cloud that overshadows your judgment. It can also heighten tensions.
How to improve: Maintain your composure. When emotions begin to rise, take a break to allow them to calm down.
4. Negotiating Against Yourself
Too many negotiators negotiate against themselves by making a first, second, third, fourth, etc., offer before they receive a response to the first one.
How to improve: When you make an offer, wait for a response before continuing.
5. I Alone Can Do It
Never place yourself in the position of being the final decision maker.
How to improve: Always refer to a higher authority you must confer with. That will allow you wiggle room to escape untenable positions.
6. Ignoring Body Language
Body language silently reveals the truth in negotiation. Do not ignore it.
I emphasize the importance of nonverbal cues, like crossed arms, changes in vocal pitch, or fidgeting, that often reveal more than words.
How to improve:
- Observe contradictions between words and body language.
- Look for deviations from a person’s baseline behavior.
- Use open posture, steady eye contact, and calm tone to project confidence.
- Adjust your strategy if you spot signs of urgency or doubt, such as fidgeting, shallow breathing, or frequent time-checking.
7. Bluffing and Lying
Dishonesty undermines trust and credibility, which can complicate existing and future negotiations.
How to improve: To the degree you can be truthful about your position and capabilities, and be aware of where an action may lead.
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8. Singerly Focusing on Price
Focusing solely on price can lead to missed opportunities in areas where value may lie.
How to improve: Consider non-monetary terms and strive for win-win outcomes.
9. Discounting Biases
Cognitive biases, deviations from systematic thought procedures that stray from rational thought processing, can lead to errors in decision-making.
How to improve: Heighten your awareness of your decisions and thoughts. Be mindful of how the opposition is also engaging in its decision-making process.
10. Bragging, Taunting, Boasting
No one likes a negotiator who brags, boasts about their achievements, or taunts others.
How to improve: Be amicable towards the other negotiator’s persona and position. Express a sense of pride in negotiating with them. That will increase rapport and allow the negotiation to flow more uninterruptedly.
Reflection
The most damaging negotiation mistakes arise from neglecting preparation, failing to listen, letting emotions control outcomes, and ignoring body language. By avoiding these pitfalls and reading body language, you can build trust, uncover untold interests, and achieve better negotiation outcomes.
Ultimately, the best negotiators remain curious, adaptable, and committed to continuous improvement. Remember these lessons when you engage in your next negotiation, and everything will be right with the world.
Remember, “You’re always negotiating!”
I would love to hear from you: What negotiation mistakes have you witnessed or experienced? What questions do you have about reading body language or navigating tough discussions? Share your thoughts in the comments and join the conversation!
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After reading this article, what are you thinking? I’d like to know. Reach me at Greg@TheMasterNegotiator.com
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