Five Common Negotiation Mistakes You Must Avoid
Avoid These Costly Pitfalls to Enhance Results in Business and Life
Why Even Smart People Sometimes Fail at Negotiation
Negotiation is an essential life skill – yet many people (including experienced sales professionals) fall into avoidable traps that sabotage their results and outcomes. Whether you’re managing sales and vendor agreements, project scope, salary discussions, or parenting boundaries, knowing what not to do can be just as important as knowing what works.
Here are the five most common negotiation mistakes – and how to avoid them.
- Skipping Preparation and Planning
Many people go into negotiations unprepared, assuming they can “wing it.” That’s a losing strategy.
Effective negotiators prepare thoroughly – by researching the other side, clarifying objectives, anticipating objections, and identifying trade-offs. - Not Listening and Asking the Wrong Questions
Strong negotiators talk less and listen more. They ask well-prepared, rehearsed, and carefully placed forensic blueprinting questions to uncover the other side’s decision-making process and criteria, needs, and dominant buying motive. If you’re not asking effective, forensic blueprinting questions – you’re negotiating in the dark.
- Letting Emotions Take Over
Negotiation requires emotional intelligence. Reacting with frustration, insecurity, or defensiveness weakens your negotiating position. Stay calm. Stay curious. Use proven verbal techniques like “Feel, Felt, Found” and questions that help you separate content from emotion. - Ignoring Win-Win Possibilities
Negotiation isn’t about defeating the other side – it’s about creating mutually-beneficial, win-win opportunities. The best negotiators seek collaborative outcomes, which lead to stronger relationships and repeat opportunities. - Failing to Develop Viable Alternatives or a Walk-Away Position
Don’t become overly attached to one outcome. Always define your viable alternatives and learn how to ‘Broaden the Scope‘ of the negotiations when needed. Having options and alternatives strengthens your position – and gives you the confidence to professionally walk away if and when necessary.
Unfortunately, I can’t share all of my ‘how-to’ secrets in this blog post. In this post, I’ve covered some high-level insights into this topic. Hire me as your negotiation skills trainer or coach to learn proven strategies, tactics, questions, questioning techniques, and tips that can help you improve results.
Learn How to Avoid Making These Mistakes and Negotiate With Confidence.
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