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Negotiation Skills: Top 10 Ways to Lose a Negotiation

Posted by on May 16, 2012

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Negotiation SkillsIt’s like a bad dream: You arrive at a negotiation without the tools and tactics you need to produce a win-win outcome. Things go horribly wrong, and everyone leaves with a bad taste in their mouth. In fact, you’re sure that the other party wants nothing more to do with you. Even if you technically “won” the negotiation, it’s not a true win. We call this a lose-lose outcome.How do you avoid a repeat? First you need to know what notto do. There are many ways to lose a negotiation. Here are the Top 10:

  1. Fail to plan ahead
  2.  Go in with a combative attitude
  3.  Have no idea what you can offer and when to walk away
  4.  Arrive without responses to the other party’s likely objections
  5.  Assume you know what the other party wants
  6.  Fail to address the other party’s questions and concerns
  7.  Ignore the underlying power balance
  8.  Fail to neutralize the other party’s negative tactics
  9.  Narrow down the negotiation to only one issue
  10. Negotiate a win for you that results in a loss for the other party

One or more of these are probably familiar to you. We all have to start somewhere, right? The worst part is, any one of these actions is enough to sabotage a negotiation and possibly the whole relationship.

Negotiating through Conflict

Posted by on September 21, 2011

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Negotiating through Conflict resized 600As long as we share the planet with other human beings, negotiation—and the accompanying conflict—will exist. Let’s face it; no two people see thing exactly the same way, hence the need for negotiation.

Negotiation and conflict go hand-in-hand, but does conflict always have to be negative?

I know many folks who say they hate conflict and will avoid it at any cost. Unfortunately, the cost can be huge. Not only are needs and desires left unmet, but people are often left feeling frustrated, resentful and stressed. And in business negotiations, the financial consequences of unresolved conflict can be dire.

Once we accept the universal truth that conflict is natural, and a natural part of negotiations, we open ourselves up to see conflict in a positive light. Conflict is always an opportunity to see things from another’s point of view. Only when we take the time to really listen to others do we increase our chances of finding an agreeable resolution for all.

CGWA’s Negotiation Skills: Reaching High Quality Agreements and combination Negotiation/Conflict Resolution/Cross-Functional Collaboration workshops teach how to navigate through all types of negotiations, including the best ways to work through conflict and create win-win agreements. Our focus on interest-based conflict resolution eliminates the power struggles inherent in negotiation by allowing the parties to create durable solutions at the basic needs/interests level.

We explore the 3 levels of conflict resolution:

Interests Rights Power

Conflicts often escalate when disputes begin at level 2 or 3, or move indiscriminately up and down, ignoring level 1: the Interests level. Interests are at the heart of all positions in a conflict as they represent the tangible items that each party needs, desires, or has concern over.

Effective conflict resolution must take the Interests level into account. Failure to do so often results in devastating financial costs and relationship damage through legal battles, union strikes, or the firing of employees.

But you don’t have to worry about any of this. You have CGWA on your side! If you’re dealing with conflict or need help with a current negotiation, you’re in luck! For a limited time, we are offering you a free consultation with our in-house expert, Rick Eber. Click now!