The most essential skills in the business world are negotiating skills. If one is unable to negotiate logically, persuasively and fairly, it could jeopardize his/her business or miss out great opportunities as a result. In an attempt to argue persuasively, participants more often rely on illogical arguments that are rational to prove their points. It is wise therefore to avoid such negotiation mistakes, since they only weaken your argument.
Negotiating is sometimes uncomfortable. Trying to get an appealing price, terms and conditions often feels challenging, and most people avoid it. However, one has to negotiate for his/her business to stand. There is always fear in the beginning and there is usually no way to eliminate it. There is actually no switch to press and make one an immediate expert. One has to take a lot of time and training and work through it.
A recent survey indicated that 32% of people are fearful when it comes to negotiating and even 20% of the professional negotiators do not take pleasure in negotiating.
For a successful negotiation, planning is vital. Preparations allow one to chart a course for one’s position, plan for formidable rebuttals, consider possible compromises and alternatives and determine the outcome. Once one becomes comfortable with asking, take the skills to a larger arena. In the beginning, inexperienced negotiators will misstep. Below are five common mistakes that people make during negotiations and how to avoid them,
1. Lack of confidence
A good number of people think that it takes a brazen or bold personality to negotiate a particular deal while others think that experience is all what is needed. Instead, it takes preparations and tenacity. Even before starting the process, one should ensure that he/she have identified anticipated possible objections; mutually desirable terms and determine what motivators will augur well with the opponent. Confidence in addition means having a good heart that often endears and gives the other party a less defensive standpoint.
2. Assumption that something is not negotiable
Everything is negotiable when one thinks like a negotiator. When one decides that the terms and conditions can be altered in his/her favor, an opportunity presents. Rules are change, if one simply proposes a viable, mutually beneficial and ethical alternative solution. Powerful negotiators are outright rule breakers.
3. Failure to build relationships first
One of the greatest mistakes people make when negotiating is failing to know the other party. One need to slow down and make good connections with the people to garner helpful information that can be used to know what motivates them, what they value in life and what annoys them too. More often, people learn greatly though a genuine conversation with another person
4. NOT ASKING
It may sound very simple, but successful negotiations entails asking keenly for what you want. The fear of seeming greedy or rejection sometimes gets in the way, but it is always never personal. It is a purely a reflection that you did not table a valid argument substantiating clearly why you should get what you actually want. Actually, it is your offer that was rejected and not you.
When you get a “no” as the answer, it only means that the other party needs a little more information. People say no an average of three times before they say yes. It is therefore prudent to master the art of rejection, which is to keep asking.
5. Talking too much
Those experienced with sales and negotiation training will tell you that too much talking is a sure way to kill a deal. It is very usual for example; a salesperson can talk too much about a certain product or a service that they take you out of the purchase.
One should never underestimate the power of silence. When discussing a business deal, if you stop talking and get very comfortable with the silence awkwardness then the ability to sell the product and win the argument in the negotiations increases meaningfully. It is wiser to talk less and listen more.