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Incorporate This Recommendation In Your Negotiation Skills Training To Guarantee These Three Things Never Happen
1. Telling your counterpart that they are mistaken.
Informing someone that they are mistaken and that you are right will only result in them being forced to defend their own integrity. After all, they will have to lose face to agree with you once you have told them that they are completely wrong.
If you believe that your counterpart will not fully grasp your argument, deploy a basic negotiation skills technique by asking some open questions. Make sure to ask questions that will help you to know what can be found behind their opposing view. Try to detect and suggest completely independent requirements to serve as benchmarks for your negotiations.
2. Reacting defensively by means of justifying yourself or your argument.
If your argument is being attacked by your counterpart it is not going to do much good to justify yourself. A defensive response by you will make sure that the negotiation turns into a positional exchange. If you believe that you are being personally attacked, try to take a short break and direct things back to the agenda.
Proper communication skills show us to refrain from the temptation to become over emotional. It will be when you become emotional that you may possibly say things that you may later regret. The best method to handle being attacked is to deflect the attack by keeping focused on the agenda & the preferred outcome.
It is also recommended to make sure that you always have alternatives accessible to reaching agreement. If you have interesting alternatives available to you then you can terminate discussions at any time.
3. Not consciously managing the frame of the negotiation.
Don't permit your counterpart take exclusive demand of the frame of the negotiation unless it is your intent to be 100% obliging. Of course, if you have not prepared for your discussions, then it will be very difficult for you to manage the frame of the discussions.
Make sure that you frame the negotiation in terms of the objectives and goals that you want to attain as a result of the discussions. If the counterpart takes control of the frame you can always attempt to re-frame the discussion to include your needs, wishes & goals.
Remember that you will save yourself a lot of time & money by adequately preparing for your discussions. You should prepare for at least as long as you expect to be negotiating and if you are still not able to deploy these skills, its best you develop some effective negotiation training.
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