It is a mistake to think that logic is more important than emotions.
Many people think that the outcome of business negotiations depends on logic, and the emotional component is relevant only for communication at the everyday level. But no. Even natural-born diplomats often cannot cope with feelings, so it is worth recognizing the importance of presenting arguments at this level as well.
The mistake is to take meetings with partners too seriously
Of course, the importance physician database of personal contacts should not be denied. But if you were offered to meet face to face, this does not mean that they will make a profitable offer. There can be many motives for live communication. For example, acquaintance or comparison with competitors.
Advice: If you are invited to meet in person, try not to agree on anything until you understand the real reason for the invitation.
The mistake is to try to lure the opponent with an advantage
It is known that motivation is divided into two types: a medal in front and an angry dog behind. The first case is when you clearly know what reward you will receive for your efforts. But this type has a clear disadvantage - it does not always work. The second option is when you do not expect any trophies, but simply know what negative consequences will result from inaction.
Statistics show that the most important factor influencing the outcome of negotiations is the fear of loss. So, don’t try to entice your opponent with the benefits he will receive, show him what he will miss if he does not agree to your terms.
Mistakes in Negotiating
It is a mistake to seek compromise through mathematical calculations
Consensus is more related to the emotional component of negotiations than to the mathematical one. Interest in a deal often arises due to the release of hormones. Let's imagine a situation: you go to a supplier to negotiate a discount, but he himself offers what you wanted to ask for. You are unlikely to feel satisfied, because you did not have to achieve your goal. And dopamine is to blame - the hormone of the hunter.
The goal that we have is the production of endorphins . If something was not easy, we will be happier about it. Therefore, it is necessary that efforts be made to achieve the goal. Even if a person received less, he will be pleased with the thought that he achieved it himself.
The mistake is to make concessions to achieve a “win-win”
Some people tend to think that in order for both parties to win, someone has to give in. Let's look at some negotiating concepts to clarify the situation:
"Win-lose" - to take from the opponent so that I can gain more. According to this concept, victory is achieved by the opponent losing. This state of affairs is fraught with some danger, because the losing side can start a real war in revenge.
"Win" - everything will be mine, no matter how, but I must win.
"Lose-win" - I am ready to lose, but I will maintain warm relations with partners. But in reality, everything is not so: often you risk losing an advantageous position and breaking contacts.
In this article, we have talked about the main strategies for conducting negotiations, and we are ready to conclude that "win-win" is probably the best of them. As a result, you not only come to the desired result, but also take into account the interests of the other party.
Remember that the choice of strategy should be made on the basis of all the circumstances. You should be able to correctly assess the situation and decide on the approach.