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.