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10 dangerous mistakes in negotiation

Negotiating mistake: it will pay dearly!

Negotiations seem to get heated. Louder, rougher sound. Pressure increased. Negotiators rely on a full arsenal of negotiation strategies, negotiation tactics, and negotiation tricks. Anyone who makes a mistake in the negotiation now has a lot of risks: nerves, fame and money above all.

Regardless of whether you’re having a hard time negotiating wages with customers or suppliers: Negotiating mistakes always lead to consequences. Sometimes small, sometimes big. Most (expensive) mistakes can be avoided simply by knowing them and being aware of them. This is exactly what the following is about…

Avoid 10 typical negotiation mistakes

By avoiding typical negotiation mistakes, you will automatically learn to negotiate better. There is no guarantee that the next negotiation will go perfectly. But those who get rid of negotiating flaws will be able to assert themselves better and negotiate more successfully.

1. They don’t pay attention to your style

During negotiations, estimates are made, assessments and decisions are made on the basis of different impressions. Your appearance, your demeanor, as well as your body language play an important role. They can make you appear confident and confident – ​​or quite the opposite. So don’t make the mistake of negotiating into thinking this is superficial, but consciously use your external image as well as your attire.

First impressions can have a decisive influence on a negotiation. But it can also make sense to be underestimated. First of all, you have to feel comfortable in your outfit and still be authentic (anything else will be recognized as camouflage). Appearance and demeanor must always be appropriate to the situation and appear professional. Pay attention to frequent eye contact, clear and distinct formulas, and confident gestures and facial expressions.

2. You don’t have a bargaining target

One of the worst negotiation mistakes comes before the actual negotiation: You don’t have a goal, what you want to achieve, and how. The so-called minimum goal is absolutely important to you. So the outcome of the negotiation that you can live with. Do not go below this level or break the negotiation. To do this, you set a realistic (!) maximum demand for yourself. In between is your place to negotiate.

By making yourself clear You can negotiate the outcome you want in a much more targeted way, you’re less likely to be seduced or distracted, and you’re unlikely to be disappointed with the actual outcome. “Let’s see what comes out of it” is not a strategy. And as a rule, the result is significantly less than the possibility.

3. You give in too quickly

However, having a negotiating goal doesn’t save you from the next negotiation mistake that inexperienced and insecure negotiators make: you give in too quickly. Indecision and indecision will cost you dearly. Of course, most negotiations end with a compromise – often colloquially referred to as a “win-win solution”. But that doesn’t mean the results have to be exactly in the middle.

An important rule of any negotiation is this: Don’t offer anything without consideration! If you try to keep prices low, you might give in. At the same time, however, you should cut out services. Motto: “I can give you a car for 5000 euros less. But then the sound and air conditioning didn’t work. “This negotiation mistake is as much as the employee’s when negotiating salary as the freelancer when it comes to their fees. They forget that showing a clear advantage, staying firm, and saying no are important negotiation techniques.

4. You become noisy

At the negotiating table, people bargain, argue, bluff and provoke. There is a perfect strategy behind this: Once you are emotionally degraded, you can no longer think clearly. Let alone negotiate difficult. Hot hearts are easy prey. Therefore, you should absolutely avoid the negotiation error of being annoyed or confused by such staging. Whoever becomes loud not only loses respect, but also loses control.

As usual: no rule without exceptions. As a targeted tactic, stepping out can be hugely effective in confusing or upsetting others. The only difference is that your outburst is not real. You know exactly what you’re doing. For example, Nikita Khrushchev’s legendary tantrum on October 12, 1960 at the United Nations General Assembly in New York. Allegedly he was suddenly frantically typing with a light brown leather shoe on the table and mimicking a choleric attack. This scared the diplomats so much that they had to comply with Soviet demands.

5. You are poorly informed about yourself

Consciousness is strength. There’s more to the negotiations. The more information and background you know, the better you can categorize arguments and influence outcomes in your favor. Thorough research is an absolute must before any negotiation. Not doing homework is a serious mistake.

Salary increase example: Before starting a conversation with your boss, you should know exactly what your market value is. For example, there are many different payrolls. Perhaps colleagues (in the industry) will also reveal what they earn. You should also keep an eye on the economy and developments of your company as well as the health of your department. If the store is thriving, there will usually be more in it. And the boss’s argument that he didn’t have the budget or the time delay didn’t work.

6. You don’t listen

Very few people have this negotiation error on their radar. Its effect is huge. A negotiation is not won by whoever talks the most. Above all, successful negotiators are good and active listeners who can read between the lines and stay silent at the right time.

We are not aware of any examples where anyone has ever “listened” to each other. However, as far as parlance is concerned, examples are legions. If you’re a good listener, you can chat less, get to know your partner more, and above all, show attention and appreciation. So control your tongue and ask more questions – and you’ll bargain better.

7. You make yourself small

Quite a few people start a negotiation with a begging role. You feel self-conscious from the start because a “big guy” is sitting across from you – with more money and more lawyers. Error! Regardless of whether you are negotiating with a corporation or your boss: meet at eye level from the start. You won’t be on the table if the other party doesn’t need or want something from you either!

Power is a matter of opinion. An attitude. You can – and should – shine as bright as you can and by no means make yourself small. Otherwise, you will be on the defensive from the start and your negotiating position will deteriorate. Don’t be intimidated at any point. As long as you prepare carefully, know what you want and what value, it is not necessary to do so.

8. You negotiate alone

Most people negotiate alone. For example your salary or with a client. This is also a classic negotiation mistake. Whenever you can, seek out supporters and negotiate. The principle of role sharing was once developed by the US FBI for hostage taking: the negotiator sets the agenda, makes the request, and leads the conversation. The so-called “Commander” meanwhile kept a cool head, analyzing the negotiation and paying attention to its strategy. In the event of a deviation, he will intervene, request a break, and readjust the instructions in consultation with the negotiator.

The concept of a two-part negotiating role is not always tenable. But even in private, you can see that and how it works: For example, when the kids get together to negotiate new rules with their parents (or play them together) . Smart!

9. You commit too soon

Hard negotiation doesn’t mean just repeating and insisting on your demands. Even more: It would be a classic own-goal and a typical bargaining error if committing the claim too soon. Anyone who later has to back down or give in makes themselves untrustworthy. Clearly something is going on! Maybe in other places…

It is therefore still ambiguous, especially at the beginning. You should have specific requirements, such as a clear target salary. But be flexible with the implementation. For example, when will you start receiving your new salary. This gives you plenty of room to negotiate and also your face.

10. You played your trump card too early

The preamble must be correct. However, it would be a grave mistake in negotiations to expose one person’s best arguments in the first place and make everyone suffer. Of course, you should get on board immediately and apply pressure. But that also works with the second best argument. You’re better off saving the joke for a time when your negotiating partner is tired and down. In the extreme, you only draw your best argument shortly before you graduate. Then when people think the thing is already in the bag.

The so-called 2-3-1 strategy has been proven in many cases. Meaning: You make the second best argument (2) at the beginning of the negotiation. With the weakest arguments (3), you tirelessly battle your partner – and ultimately bring out your best leverage (1). One of the most common negotiation tactics is to question everything at the end and make a final request. A classic salami tactic: This is generally accepted because no one feels like starting over. The close agreement then creates a hasty “yes”. It is not uncommon for the last 3 minutes of a negotiation to decide between good fortune and failure.

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