10 Worst Negotiating Habit to avoid

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Negotiation play critical role in the business, and it require set of skills to get the deal better. It can be uncomfortable: standing up for yourself, asking for what you want, and trying to get a better price, terms, and condition often feels confrontational–and most of us avoid confrontation. Thus unfortunately many people remain do this 10 negotiation mistake because of the pressure and the tension created in the negotiation. What's the 10 mistake and how to avoid?
This article will provide the common mistake in negotiation and how to avoid it.
  1. PERSUADE TOO MUCH
People are keen to talk more and like to influence or convince people. But try to convince and repeat the same things over and over will not solve the problem as it will irritate the other parties and create more tension in the negotiation.
It's important in the negotiation the have as much as information from the other parties, so NEGOTIATING DIALOGUE by asking good question is more likely to work rather than persuade.
I don't say persuade is not good, if it's work then great. But if it's not work then know when to stop is very critical to keep negotiation moving forward
2. BE 2nd MOVER
It's very common that people afraid to pitch the first proposal. They tend to wait the other parties to make the proposal. By doing this you'll miss the opportunity to put anchor closer to your intend position. If they make first proposal, absolutely they will pitch the proposal closer to their favorable position. So you have to response based on their proposal and try hardly to drag it closer to your favorable position.
It's understandable that people afraid to make first pitch because they think they will offer too low. That's why before you make the proposal, it's important that you have enough information therefore the proposal is CREDIBLE - can justify with logic and address both parties issues -
3. DON'T HAVE A GOOD NEGOTIATION PREPARATION
Fail to prepare means preparing to fail. Is the the same in negotiation. Preparation step play critical role to success in negotiation, but most often due to time constraint people are not making good preparation. By missing important point in the preparation, you'll find your self will be very difficult the response other parties.
Spend 30 minutes in preparing negotiation is worth more than 2 hours in the negotiation room. But the quality of your preparation is more important than the time you spend it self. What should you do in preparation?
  • Set Objectives : Intend, Walk Away Point, and Wish List
  • Set Strategy : Make it simple and flexible
  • Power Balance Check
  • Team Task and Role
4. BEING COMPETITIVE ALL THE TIME
Some people like being competitive in negotiation. By being competitive, they think they will have more power in the negotiation. Is that correct competitive negotiation work best?
By being competitive will create more tension in negotiation. By increase of tension, willingness the other parties to share information and collaborate will reduce significantly and even worse they will not put the agreement into practice as they don't feel win in the negotiation
5. MAKE ASSUMPTION BUT NOT TEST THE ASSUMPTION
Sometimes due to lack of information or facts, we make some assumption in the negotiation. It's fine as long as we test the assumption in the negotiation. But frequently, because of the pressure people get confused which is facts which is assumption, then the assumption become pseudo facts. As the negotiation goes around, we use the pseudo facts as basis of their proposal then it become back fire.
GOOD NEGOTIATOR NOT MAKE ASSUMPTION, THEY TEST ASSUMPTION
6. FOCUS ONLY 1 VARIABLE - PRICE
Most often people struggle when negotiating with the price. They too much focus with this only variable. By only let 1 variable to negotiate, instead of doing negotiation it become haggle. The danger of haggle is we never get exactly what we want.
How to avoid haggle? Introduce more variables in the negotiation is very important. Be creative about the variables to trade, and there are many variables that worth as much as price.
7. DON'T KNOW WHAT, HOW AND WHEN TO APPLY NEGOTIATION POWER
Negotiation is about power. Who holds more power will control the negotiation. Unfortunately people oftenly don't really know if they have more power than they think. Because they don't know where the power source come from, how to apply the power and when to apply it.
More detail about negotiation power you can find in this link https://www.scotwork.com/negotiation-resources/
8. FAIL TO RECOGNIZE SIGNAL AND MISSING INFORMATION
Negotiation involve a lot of information on the table. Some information are obvious, but some other are not so obvious. It can be in the form of signal of words, question or behavior. It's very important negotiator can recognize this signal and convert it into valuable information. But most often, people are not well trained or don't have the skills to recognize it so they miss a lot of important information
Also many times due to the high pace of negotiation, there are a lot information have been share is not well capture. If the negotiation speed is too high and you can't follow, slow it down by making frequent summary to ensure none information is missing.
9. OFFERING UNCONDITIONAL CONCESSION
When people give things away unconditionally in negotiations their favourite excuse is “a goodwill gesture”. But for the other parties instead of accept it as goodwill, it will turn them to be more tougher by asking more and more for free. It also can create bad precedent in the future if the similar situation arise.
Always put conditional term each time making the concession to the other parties.
NEGOTIATION IS NOT DENY WHAT THEY WANT BUT GIVE WHAT THEY WANT ON YOUR TERM
10. GREEDY
When we can easily get what we want in negotiation, most often we will ask for more...more and more. Each time we ask more, we put our negotiation into more risk. Being greedy we will risk to spoil the deal we have made.
How to avoid? Being clear with our objectives is very critical. Once we have achieve the objectives, and add some wish list then close the deal. Don't put risk your bigger objectives for something smaller.
HOW TO BE BEST NEGOTIATOR THAT AVOID THIS MISTAKE?
In Scotwork, this top 10 negotiation mistakes will be shown in your live negotiation, along with other 134 Negotiation Tips. Scotwork can help you in your negotiations. Don't hesitate to reach out to us to get expert consulting advice or to put yourself on a path to being a better negotiator. Either way we can certainly turn your negotiation from a point of stress to an advantage.
Contact us now and discuss how we can help you get average 986% ROI in just 90 days
#negotiation
#negotiationtips
#scotwork
About author
Handito is a senior consultant at Scotwork. He has work with Senior Level of FORTUNE 500 Companies to help them negotiate better and get better deal

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