Correct behavior will help you augment the negotiation training you have received. The three guidelines below can minimize the impact of common errors.
1. Prepare for the alternate scenarios
Most negotiators prepare for their Issues, Intends, Must Haves/Must Avoids, Wishlist items, concessions, priorities, interests, and priorities. They also do the same for the other side. Often the preparation includes assumptions, for example, sales forecast. But we also must prepare for the unexpected. One way to prepare for the unexpected is to “consider the opposing viewpoints.” For example, avoid assuming you’ll stay cooperative when a negotiation gets tough. Instead, understand the power balance and your intentions and construct an action plan.
Some negotiators avoid dealing with competitive people for fear of a deadlock. Uncovering the other side’s motives will help alleviate the fear, better evaluate potential outcomes, and identify effective strategies.
Construct contingencies. When people construct “Intend scenarios” – such as, ‘If she refuses to concede on price, I’ll propose adusting delivery periods’ – they meet their objectives more efficiently.
2. Avoid the personality trap
When preparing to negotiate, knowing as much as possible about the team on the other side is good. Still, giving little weight to the other side’s personality would be best. Instead, consider the other side’s power sources and Walk-Aways (Must Have or Avoid).
One’s alternative to a negotiated agreement (BATNA) is a stronger predictor of behavior than one’s personality. Negotiators with a strong BATNA behave assertively. Often, they make unreasonable demands and offer few concessions. Personality traits such as cooperativeness have less impact on bargaining behavior.
Women are just as effective negotiators as men. However, people often assume them to be less effective negotiators. To avoid such stereotyping, consider the opposite during your negotiation preparation.
“How should I behave if the other side is competitive?” Answers may uncover strategies that apply to various people and situations, for example, discovering the opponent’s BATNA. Ask good questions, and your tactics will be driven by the other side’s behavior rather than faulty assumptions.
If you are sure your opponent uses a specific negotiation tactic, prepare for it. But, also be ready for her to do the opposite when negotiating with you!
3. Make your behavior consistent with your predictions
The powerful are less affected by competitive opponents than those with less power. Increasing your bargaining power with fully supported walkways and a deep wishlist can improve the forecasts and outcomes.
Consider your Intend, for example, the delivery period. When faced with a formidable opponent, negotiators focus too much on their walkaway rather than reaching a deal – and abandon their delivery period target to their detriment. Remind yourself to focus on your Intends before the negotiation begins. It will generate better outcomes and avoid being distracted by the opponent’s antics.
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Thank you,
Satish Mehta
Author, Speaker, Coach
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