There are several important strategies that negotiators usually opt for without knowing that they can affect the success of their companies. What’s more, they can even bring a lawful malpractice claim and such an issue can have a serious impact on the reputation of the negotiator. You will see now some of the most significant elements that make up a weak negotiation strategy and which will never bring satisfying results.
Missing deadlines is a common practice among negotiators, and it usually leads to a wrong start of the mediation. If you’re a skilled negotiator and you respect deadlines, it will be difficult for you to reach an agreement with your counterpart if they don’t accomplish their tasks when they should. You won’t possess the needed information, so you won’t have the possibility to come up with an offer. And more than that, you won’t be able to make a decision if you don’t know what your opponent wants.
1. Substance abuse or stress
If one of the parties involved in the negotiation process is really stressed or has consumed substances that can affect his/her judgment, the result of the negotiation can’t be satisfying. Maybe there aren’t too many cases of individuals who try to bargain while being under the influence of certain substances, but the truth is that most business people negotiate under stressful conditions. A plethora of studies have demonstrated that stress can obstruct the capacity of individuals to think lucidly, and that it makes them want to fight in order to obtain what they need. And this attitude will never help them solve a problem.
2. Inefficient communication
Communication is definitely a key element in a negotiation. Therefore, poor communication will only lead to more problems instead of leading to a win-win solution. A successful negotiator knows that he has to prepare himself for the negotiation in advance, considering both the strong points and the flaws of the issue. Besides, he has to be ready to face all sorts of problems that might pop up during the negotiation, and only a meticulous preparation will help him do it. And after he prepares, the negotiator has to communicate his concerns and wishes properly in order to obtain what he wants.
Inefficient customer screening
This problem is a consequence of poor communication. If you don’t discuss with your customer as much as you should, you can’t become familiar with his necessities and concerns. And if you don’t know what your client needs, you can’t suggest a solution; and without a solution you won’t be able to close a successful deal.
3. Conflicts of interest
Since negotiators are human beings, sometimes emotions or even other persons can influence them. Hence, it is important for you to understand that you must be entirely honest with your client in order to reach an agreement. A negotiation strategy based on lies and hidden purposes can’t lead to a successful solution. Besides, individuals tend to behave differently when they’re not sincere, and you opponent will notice it and he will probably walk away. No one wants to make a deal with a liar. And keep in mind that you must be entirely objective during the negotiation process, and that the way you feel about your opponent shouldn’t influence your judgment.
4. Absence of the necessary parties
There are cases when business owners don’t have enough time to participate in the negotiations and they send a delegate to represent their interests. This is not a good idea, particularly if the delegate doesn’t know the situation very well. Generally, the absence of the necessary parties is the main reason why negotiations fail. So, prior to getting involved into a negotiation, you have to see whose presence at the process can influence its success and to make certain that the important individual will come. This will also guarantee you that you will be offered an answer immediately.
As you can see, the aforementioned elements can lead to disastrous negotiations. If you want the negotiation process to bring you a satisfying outcome, you can’t include them in your strategy. Plus, note that you shouldn’t spend your time negotiating with a person who seems to consider these elements efficient tools.