Tag Archive for: Negotiating in Life

Five Common Negotiation Mistakes You Must Avoid

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Five Common Negotiation Mistakes You Must Avoid

Mastering the Art of Negotiation: Avoiding Common Pitfalls for Success

Negotiation is an essential life skill in our personal, social, and business lives. Whether negotiating the terms and conditions for a purchase order with a supplier, a promotional program with a customer or discussing curfew with your teenager – the art, science, and sport of negotiation is an essential skill that can impact outcomes.

Many people need help understanding and dealing with the common pitfalls hindering their negotiation success.  In this article, I’ll explore the five mistakes people make when negotiating and how to avoid them.

Mistake #1: Failing to Prepare and Plan Thoroughly

It doesn’t matter whether people are involved in a complex or what people perceive as a straightforward negotiation.  One of the most significant errors in negotiation is that people need to do much better with preparation and planning.

It’s tempting to dive into a negotiation headfirst, but successful negotiators invest time in understanding their objectives, knowing their counterpart’s interests, researching, and anticipating potential objections.  Preparation and planning are the foundation upon which successful negotiations are built.  Without it, you’re navigating uncharted waters blindfolded, and you won’t likely do well.

Mistake #2: Neglecting Active Listening and Not Asking Good Questions

Effective communication is at the heart of negotiation; a crucial component is active listening.  People often get so caught up trying to make their point that they forget to listen to the other side.  When you truly listen, you gain insights into the other person’s needs and motivations.  This information is your most valuable asset in reaching a mutually beneficial agreement.

This mistake is particularly true for most salespeople and sales management.  Stop talking, listen, and ask effective blueprinting questions.  In our negotiation skills training programs and coaching sessions, we provide our clients with proven best practice questions and questioning techniques they can use to improve results in all their negotiations.

Mistake #3: Letting Emotions Dictate the Conversation

Emotions can cloud judgment and lead to impulsive decisions.  Letting your emotions take the driver’s seat can be a negotiation disaster, whether anger, fear, frustration, insecurity or impatience.  Instead, practice emotional intelligence.  Recognize your emotions, but don’t let them steer the conversation.  It’s important to understand that arguing intensifies peoples’ desire to prove themselves right.

Do your best to stay composed and rational when facing challenges.  Focus on the process and not the personalities involved in the negotiation.  When meeting confrontational or argumentative people in any negotiation or discussion – we recommend that our clients use the “Feel, Felt, Found” technique.  We also provide our clients with two powerful questions that will help them to separate “content versus emotion” in any negotiation.

Mistake #4: Neglecting Win-Win Solutions

Negotiation is not a zero-sum game.  It’s not about one side winning at the expense of the other.  Strive for a win-win solution that addresses both sides’ interests.  A successful negotiation leaves everyone feeling satisfied and valued, which can lead to better long-term relationships and future opportunities.  I provide my clients with a one-page Negotiating Behaviour Matrix diagram that helps them with their negotiation approach based on concern for substance versus the relationship.

Mistake #5: Overlooking Alternatives

Sometimes, negotiations hit obstacles, impasses, and deadlocks.  If you become fixated on a single solution, you risk overlooking alternative paths to success.  Always have a Plan B (and maybe even a Plan C) in your back pocket.  This flexibility can prevent you from making costly concessions you’ll regret later.  It’s also essential to develop your walk-away position in any negotiation – should the terms and conditions not meet your needs. Broadening the scope of negotiations is one of our three rules for negotiation.

Conclusion

In conclusion, the art, science, and sport of negotiation is a critical skill in both personal and business contexts.  By avoiding these common mistakes – failing to prepare, neglecting active listening, not asking good questions, letting emotions dictate, neglecting win-win solutions, and overlooking alternatives—you can unlock new levels of success at the negotiation table.

Remember, negotiation is not just about getting what you want; it’s about creating value and building meaningful relationships.  So, approach each negotiation with strategy, empathy, and a willingness to explore creative solutions, and watch your success soar.

Take Action and Invest in Our Expert Negotiating Training and Negotiation Coaching Packages, Negotiation Tools, and Online Course to Become a Better Negotiator.

» Negotiating Skills Training: Book a tailored in-house presentation, seminar or learning workshop for your organization.

Speaking Engagements – Industry Associations and Companies: Book a tailored, engaging, and impactful 60-minute to two-hour presentation at an upcoming meeting, conference or convention.

» Negotiating Coaching Packages: If your company is facing a challenging high-value negotiation and you need an expert to help you or your team – or you own a small business – or you’re an individual who needs practical negotiation advice, you can benefit from my investing in one of my three proven, results-producing negotiation coaching packages for individuals, small business owners or corporations.

» Digital Negotiation Learning Products: You can purchase my three E-books containing powerful strategies and tips.  E-books: Forensic Blueprinting Questions For Effectively Selling and Negotiating Price or Fee Increases and Managing the Price-driven Sale, Selling and Negotiating Price or Fee Increases in Any Economic Environment, and Strategies and Tips on How to Effectively Manage the RFP/RFQ/RFI or Bid/Tender Process to Optimize Results and Outcomes.

You can also purchase the Negotiating Personality Type and Corresponding Negotiating Style Self-Assessment Questionnaire and Interpretation Results and my NEW Digital MP3 “Greatest Hits” Verbal Negotiating Phrases, Scripts, Questions, and Questioning Techniques.  These helpful tools are in digital format and can be easily downloaded.

I provide a discounted Master Negotiator Bundle with all my Digital Learning Products.

» Online Sales Negotiation Course: If you’re in sales, sales management or a cross-functional role that supports sales, you can benefit from enrolling in my NEW self-paced Negotiating for Sales Success online course.

» Meet Negotiating Coach® Michael E. Sloopka

No part of this copyright material can be used without written permission from Selling Solutions Inc.

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Unmasking the Use of “Mirroring” in Negotiations: Is it Manipulation?

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Unmasking the Use of “Mirroring” in Negotiations: Is it Manipulation?

Mirroring: Building Rapport or Manipulation? The Truth Unveiled.

In negotiation and communication, mirroring is often promoted as a technique for building rapport and understanding.  However, what if I told you that beneath the seemingly innocent act of mirroring lies a subtle form of manipulation?  

It’s time to shed light on this often misunderstood and misapplied technique and provide insights and strategies to help people navigate mirroring.

The Mirroring Mirage

Mirroring, in essence, involves mimicking another person’s behaviour, gestures, speech patterns, or even emotions.  Its proponents will argue that mirroring fosters trust and connection – making it an invaluable skill in negotiations, sales, and interpersonal relationships.

However, mirroring can sometimes be less about building trust and more about subtly steering conversations and influencing decisions in a desired direction – theirs, not yours.

The Deceptive Dance

Mirroring can be a covert tactic that some skilled negotiators employ to disarm you.  The people who use mirroring want to make you feel understood and ultimately lead you down their chosen path.  When done with ill intent, mirroring can be manipulative, making you more susceptible to persuasion that may not be in your best interest.

Here are some signs that you might be on the receiving end of someone using the mirroring technique:

  1. Too Perfect Parallels: If someone mirrors your words and actions to an uncanny degree, it’s a tell-tale sign of manipulation. Authentic mirroring typically involves subtle similarities, not exact replicas.
  2. Over-Engaged Agreement: Be wary of those who mirror your opinions and nod their head excessively.  This could be an attempt to create a false sense of alignment.  Pay careful attention to body language and hidden meanings in conversation.
  3. Constant Validation: When someone consistently affirms your emotions without offering their perspective, it could be a mirroring tactic to keep you on a particular emotional track.
How to Counteract Mirroring

Now that I’ve unveiled the mirroring mirage let’s explore strategies to counteract it effectively:

  1. Stay Mindful: Be aware of your behaviour and emotions during a conversation.  Recognize when mirroring is happening and assess whether it’s genuine or manipulative.
  2. Ask Open-Ended Questions: Encourage the other side to express their thoughts and opinions freely.  This strategy can disrupt the mirroring pattern and reveal the other side’s true intentions.
  3. Vary Your Responses: Instead of matching every move, deliberately change your behaviour. This will make it harder for the other person to mirror you effectively.
  4. Trust Your Gut: Trust your instincts if something feels off in a conversation.  Feel free to pause, reflect, or even seek a second opinion before making decisions.
  5. Seek Clarity: Ask for clarification when you suspect mirroring is at play.  This can prompt a more genuine conversation and expose any hidden agendas.
Conclusion

Mirroring can be a double-edged sword in the world of negotiation and communication.  While it can foster connection and trust when used authentically, it can also be a manipulative tool in the wrong hands. As professionals and individuals, our power lies in our ability to discern between genuine rapport-building and covert manipulation.

By staying mindful, asking the right questions, trusting our instincts, and learning counter maneuvers, we can navigate the mirroring maze with confidence and authenticity.

Take Action and Invest in Our Expert Negotiating Training and Negotiation Coaching Packages, Negotiation Tools, and Online Course to Become a Better Negotiator.

» Negotiating Skills Training: Book a tailored in-house presentation, seminar or learning workshop for your organization.

Speaking Engagements – Industry Associations and Companies: Book a tailored, engaging, and impactful 60-minute to two-hour presentation at an upcoming meeting, conference or convention.

» Negotiating Coaching Packages: If your company is facing a challenging high-value negotiation and you need an expert to help you or your team – or you own a small business – or you’re an individual who needs practical negotiation advice, you can benefit from my investing in one of my three proven, results-producing negotiation coaching packages for individuals, small business owners or corporations.

» Digital Negotiation Learning Products: You can purchase my three E-books containing powerful strategies and tips.  E-books: Forensic Blueprinting Questions For Effectively Selling and Negotiating Price or Fee Increases and Managing the Price-driven Sale, Selling and Negotiating Price or Fee Increases in Any Economic Environment, and Strategies and Tips on How to Effectively Manage the RFP/RFQ/RFI or Bid/Tender Process to Optimize Results and Outcomes.

You can also purchase the Negotiating Personality Type and Corresponding Negotiating Style Self-Assessment Questionnaire and Interpretation Results and my NEW Digital MP3 “Greatest Hits” Verbal Negotiating Phrases, Scripts, Questions, and Questioning Techniques.  These helpful tools are in digital format and can be easily downloaded.

I provide a discounted Master Negotiator Bundle with all my Digital Learning Products.

» Online Sales Negotiation Course: If you’re in sales, sales management or a cross-functional role that supports sales, you can benefit from enrolling in my NEW self-paced Negotiating for Sales Success online course.

» Meet Negotiating Coach® Michael E. Sloopka

No part of this copyright material can be used without written permission from Selling Solutions Inc.

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