Xvi) Poor Negotiating Skills

The 2 main mistakes in negotiating are focusing on price and not understanding the other party's points of view.

- price should be one of the last issues to be discussed. If it comes up too early, then it will side-track the negotiations.

- need to put yourself in the "other party's shoes" as the basis for understanding the thinking behind the other's position. Too often we become defensive when the other party makes seemingly unreasonable demands. Instead we should have the mindset of investigating the demands as opportunities.

Some questions to encourage this are

- what can I learn from the other side's insistence on this issue?

- what does this demand tell me about this party's needs and interests?

- how can I use this information to create and capture value?

Deepak Malhotra et al, 2007


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