4 Common Negotiating Disciplines and Mistakes To Avoid

Think 100 times before you take a decision, But once that decision is taken, stand by it as one man.

Muhammad Ali Jinnah

Either you are manager or being managed in business, or lawyer by profession or Customer representative in any banking sector. Skills for conducting daily-life Negotiation and bargaining is essential part of your career and as well as personal life. In other words I would say ‘you can attain highest IQ level in your IQ test or maybe a Cambridge university degree in International Relation but still one needs to develop a simple logical principle at inter-personal level in order to become expert in negotiation.

Taking my own example, I had worked on customer-ends positions in IT sector. And it’s my professional experience that; almost every client requires to be attended with considerable level of negotiation. If client is angry because service which company provides has more downtime or maintenance issues, then for sure a good negotiator is required to clear the mist of understanding between client and company to make sure to put alternative deal to client. If client is not happy then senior management is not happy.

My this blog post will provide a perfect mindset of a negotiator which will help you to deal with any deal, trade, communication or even a conflict of interest on any level of profession. After reading couple of books on Negotiating management and Researches on International Relations, I came to a simple equation of negotiation which provide a key for using it in every situation which I will explain later. So read carefully from this point:

Negotiation is essential when one know what he will get in outcomes and what it will trade for it in return; in deal between two or more parties. Either a person is good in negotiation or not but in the end of negotiation , there are only three probabilities of negotiation outcomes.

  • Positive: Deal ends within your advantage and opponent takes loss. YOU WIN and Other LOSS
  • Negative: Deal ends within opponent’s advantage and you take the loss. OTHER WIN and YOU LOSS
  • Centered: Deal end with equal share. WIN-WIN negotiation.

So here is the key, always TRY to implement ‘Centered Negotiation’ (Otherwise opponent will try to be more dominant if he finds out that you try to be unfair with him). This type of negotiation influence two factors on opponent(s) first is Your Trust and second is Your confidence. And it decreases your liability and balance the equation of deal.

Further more I like to highlight critical mistakes of common negotiation which anybody can do regardless of experience in negotiation. Because negotiations are always tricky and sometimes people forget the rules of negotiations and engagement which lead them in discrepancies. There are four straightforward methods that can be used in any given situation, (If you know the variables and constant: Mathematically). Each rule defines a basic set of element and suggests what you might need to do for perfect balanced negotiation. So copy paste these rules for your future memory.

  1. People: Separate the people from the problem.
  2. Interests: Focus on interests, not positions.
  3. Options: Generate a variety of possibilities before deciding what to do.
  4. Criteria: Insist that the result be based on some objective standard.

If you get confuse on above rules, try to approach the issue like a laboratory experiment. Use and re-organize the given information to analysis the situation. Formulate planning with better and efficient solution and create more than one options for better outcomes. And then final step is discussion with opponent to negotiate the deal.

Ask recommendations of Books on this topic. Click Here

Keywords: Negotiation, Bargaining, Conflict, Table-talk, Management, business agreement, Difficult conversations, collective bargaining, mediation process, Win-win theory of negotiation.


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