Interestingly, several of these mistakes are the reverse image of Howard Raiffa’s 34 characteristics of an effective negotiator. For example, Raiffa cites planning and preparation as the number one characteristic of a successful negotiator and here, inadequate preparation is listed as the #1 critical mistake that can be made.
‘Talking too much and listening too little’ and ‘impatience’ are listed as critical mistakes while Raiffa lists ‘patience’ and ‘listening skill’ in the top 10 of his effective negotiator characteristics.
The two lists definitely highlight some common characteristics to employ and some to avoid the next time you enter into a negotiation.
Eight critical mistakes in negotiation
1. Inadequate preparation
Preparation provides a good picture of your options and allows for planned flexibility at the crunch points.
2. Ignoring the Give/Get principle
Each party needs to conclude the negotiation feeling something has been gained.
3. Use of intimidating behaviour
Research shows that the tougher the tactics, the tougher the resistance. Persuasiveness not dominance makes for a more effective outcome.
4. Impatience
Give ideas and proposals time to work. Don’t rush things; patience pays.
5. Loss of temper
Strong negative emotions are a deterrent to developing a co-operative environment and creating solutions
6. Talking too much and listening too little
“If you love to listen, you will gain knowledge, and if you incline your ear, you will become wise.” – Sirach
7. Arguing instead of influencing
Your position can be best explained by education, not stubbornness.
8. Ignoring conflict
Conflict is the substance of negotiation. Learn to accept and resolve it, not avoid it.
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