The Seven Most Common Negotiating Mistakes

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Not asking for what you want

There is one key truth in negotiations: You must ask for what you want. Sounds simple enough, but in practice it can often be daunting. People naturally fear rejection or were taught not to be "greedy" as children, so we instinctually refrain from asking for things in life. However, in business, rejection is never personal — it's merely a reflection that you did not present a viable argument substantiating why you should get what you want. It's the offer that is being rejected, not you, so keep emotions in check and re-calibrate your approach. "No" often just reflects a need for more information, and take heart in knowing that people say no an average of three times before they say "yes." It is important to understand that if you don't ask, you don't get, and the only way to master the art of rejection is to get rejected and keep asking. When negotiating, make it a priority to ask for exactly what you want. Most of the time, you will either receive what you want or an acceptable alternative.

While even the word "negotiation" can evoke fear, stress and anxiety for many, the intent is quite simple: to discuss and ultimately agree on a deal. Whether it's a multimillion dollar contract or just deciding where to meet for lunch, life is rife with negotiations. And, the negotiation process is a lot like a chess game where strategy reigns supreme — one thoughtfully considered move at a time. Make a careless, short-sighted, ill-conceived move and suffer the perilous consequences.  

"Even when faced with the most daunting of deals, regarding the act of negotiation as a 'game' may alleviate the apprehension and give you the confidence to make power plays that will ultimately facilitate your desired result," notes veteran negotiation and contracts expert Eldonna Lewis-Fernandez, author of "Think Like a Negotiator." "Unlike strategy games like chess, however, the most effective deals are a win-win proposition for all parties rather than a winner-loser result."

Whether you are a seasoned negotiator or avoid wheeling and dealing with people altogether, you will vastly improve your results and be motivated to "get in the game" by knowing how to avoid these prime pitfalls. Whether seeking to gain advantages in your business or personal life, the art of "thinking like a negotiator" will profoundly impact your ability to actualize your desired outcome.

To help individuals maximize their bargaining prowess in business and in life, Eldonna cites the seven most common mistakes that are made during a negotiation.

 

Related Topics : A Big Market for Big Data Jobs, Midmarket CIO, IT Management Automation, SharePoint, Technology Markets

 
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