Ahead of my follow-up Top Sales Masterclass next week, I thought it would be an interesting exercise to look at the 40 most common mistakes made by negotiators ….. here we go.

• Failing to prepare effectively for negotiation

• Underestimating your own power

• Assuming the other party knows your weaknesses and strengths

• Being intimidated by the status of the person with whom you are negotiating

• Concentrating on your problems, rather than those of the other party

• Forgetting the other side has things to gain from agreement, as well as yourself

• Making assumptions about what the other side wants

• Having low aspirations for yourself

• Giving too much credence to time deadlines set by the other side

• Assuming the other side is aware of the short and long-term benefits of reaching agreement

• Being intimidated by rules set by the other side

• Misunderstanding tactics used by the other side

• Talking too much

• Failing to listen effectively

• Believing everything the other side says about you, your service, your competition, etc.

• Being forced into discussing price too early in the negotiation

• Revealing your “hand” too early

• Aiming too low with your opening bid

• Accepting the first offer

• Giving away concessions for nothing

• Conceding an important issue too quickly

• Making concessions too easily and raising the other side’s expectations

• Feeling guilty about asking for a concession

• Making concessions before knowing all the other sides’ demands

• Failing to make concessions conditional on final agreement being reached

• Making concessions of equal size to those on offer

• Paying too much attention to price, rather than value
 
• Discussing issues for which you are not prepared

• Being inflexible

• Losing sight of the overall agreement when deadlock is reached over minor issues

• Responding to a high demand with a counter offer, instead of challenging the validity of the high demand

• Assuming deadlock means agreement is not possible

• Feeling deadlock is only unpleasant for you and not the other party

• Trying to be liked during the final stages

• Bluffing without having a strategy ready should your bluff be called

• Taking things personally

• Offering to split the difference

• Being intimidated by “This is my final offer”!

• Not preparing for the possibility you may need to walk away

• Carrying out a “post-mortem” with the other side

How many of those mistakes have you made? Be honest!

Back to that Masterclass: “The Dirty Secrets of the World’s Best Negotiators - Part Two”

Registration is free, if you would like to join me – full details HERE

News: It is true, I often complain about my experiences with French customer care/service, and the difficulties that I regularly endure. Recent strikes have caused mayhem, and I think you will be appalled when you read of  the challenges faced by four young men, who are currently “enjoying” the European experience. One of them is the son of my good friend Clayton Shold of Salesopedia

Here is the link to their blog – http://bigadventureslittlemoney.wordpress.com/?ref=spelling

Finally, two great guest posts over the w/e, so do try and join me if you can?

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