The Nine Most Common Errors that Result in Negotiation Outcomes that are Merely Acceptable.

1.    Entering into the negotiation without a structured, exhaustive and complete preparation; documented & written.

2.    Forgetting that their problems are also yours. If your interlocutor has an unresolved problems, how can you expect him to accept your proposal & vice versa?

3.    Negotiating the price at the beginning of the negotiation & then deal with the side issues. The price should normally be the last topic to be dealt with because these other elements effect the final financial agreement.

4.    Focussing on positions (or trenches) of your interlocutor instead of on the interests behind them. When you focus on positions, the negotiation becomes a “hard Bargaining” situation: One side wins and the other side loses.

5.    Wasting too much time & energy during the negotiation trying to find common ground : See:  #1.

6.    Forgetting that there are times when it is better to look for alternative solutions OUTSIDE the negotiation. If no agreement is reached, your interlocutors will also have to explain the reasons to their bosses or collective.

7.    Assuming that the other side have the same knowledge & perception of the situation as you and your team.

8.    Treating the threats, insults, or bad behaviour as personal attacks instead of part of the “Negotiating Game / strategy” that some badly-trained or unprepared negotiators use to try and gain an advantage.

9.    Starting with a threat of strike action, etc. A strike is ALWAYS the action of last resort and is a sign that the negotiation has been carried out inappropriately: emotionally instead of logically.

© Brownlee & Associates, Madrid, Spain, 2001. All rights reserved. This material may not be copied, translated or reproduced in any form without the prior written consent of Brownlee & Associates.


About ianbrownlee

Ian Brownlee, the founder of Brownlee & Associates has been actively involved in the field of interpersonal & transcultural communication since 1977. He has worked in universities and companies in the following countries: Laos, Thailand, Hong Kong, Korea, Japan, Singapore, Saudi Arabia, France, Italy, England, The United States of America & Spain, as a teacher, university lecturer, trainer, researcher & consultant. In addition, his experience in living in these countries, and studying the language & communication and interaction styles of each has aided him in reaching a real understanding of intercultural and transcultural differences and how to resolve them. Ian Brownlee has various masters degrees from British Universities: One in Linguistics & Teaching English Overseas from Manchester University, one in Training & Development with a specialization in the area of Communication and Adult learning awarded by the University of Sheffield. He has also gained professional qualifications in Psychotherapy & Hypnotherapy from various professional organizations. During his university career he has also studied elements of Sociology, Organizational psychology, Educational psychology, Psycholinguistics and Kinesics. He is a licensed Practitioner, Master Practitioner, and Master Trainer in NLP. as well as being a trainer in Ericksonian Hypnosis. He is a member of a wide range of professional organizations involved in Training, Applied Psychology, Hypnotherapy & Ericksonian Hypnosis, Psychotherapy, Interpersonal Communication & Cross-cultural Communication. He is also recognized by the Program on Negotiation, Harvard University, as a Negotiation Skills Trainer & Mediator and has been a collaborator on various projects with the program, and as such is in great demand as a negotiation consultant for some of the largest multinationals operating worldwide. His wide experience gained in multinational organizations in positions such as Director of Training, Communications Consultant and Negotiator / Mediator has helped many people to learn and apply new methods of negotiating skills and advanced communication techniques both in their private and professional lives. He has published various articles & books related to the field of interpersonal communication and he is the author of all the courses taught by Brownlee & Associates. He has lived and worked in Spain since 1985, initially as a trainer / Special Assistant in a multinational pharmaceutical company and then as the Training Manager for a multinational company involved in Clinical Analysis & Nuclear Medicine. Brownlee & Associates was formed in 1991 and currently has a small, highly-trained staff. While based in Madrid, courses are given world-wide either in English or Spanish. Brownlee & Associates currently work with leading international companies in the areas of pharmaceuticals , Information systems, luxury products, food & beverages, etc.
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