Whether you are negotiating the terms of a new job or you are attempting to close the biggest deal of your career, negotiations are always going to be part of your professional life. When you stop to think about it, most things in life are partially negotiable. You would expect to negotiate the price of a new car, the price of a house, or even divvying up household chores. What you may not expect is that there is usually more up for negotiation than you may realize. For example, did you know you can negotiate the terms of your auto loan? Did you know you can negotiate medical bills? Were you aware that you can even negotiate the interest rate on your credit card? The fact is, knowing what is negotiable can save you hundreds or even thousands of dollars in your personal life and this same principle applies to professional negotiations. 

How to Find Out What is Negotiable?

Gather Background Information: Walking into a negotiation blindly can ruin your chances of negotiating successfully. For example, if you are negotiating your salary, you need to know what people in similar positions make. If you are negotiating the terms of a service agreement, you need to know what kinds of deals and agreements similar companies are offering. The more research you do in advance, the more you will be able to bring up any knowledge or data during the negotiation. This will put you in a better position to negotiate additional items. 

Find Out What is Motivating the Other Party: You want to learn as much as you can about the person you are negotiating with and you should start by discovering their pain points. Let’s say, for example, you work for a printing company and you have a client that needs flyers printed for their upcoming conference. If you know that they are in a huge hurry, you have identified their problem and you can use this to your advantage. They would probably be willing to pay a rush fee in exchange for getting the flyers printed quickly. In another example, let’s say you are negotiating the price of a new car. If you discover that the salesperson is just one car away from meeting their quote, chances are they will negotiate with you to get the deal done. By identifying what is motivating your counterpart, you can get a better understanding of what is most important to them and what they might be willing to negotiate. 

You Don’t Know if You Don’t Ask: You never know what is negotiable if you don’t ask, and chances are, more things are negotiable than you would probably assume. When negotiating, think about all the factors that can affect your deal other than price alone. For example, when negotiating an auto loan, you can work to negotiate the length of the loan, the interest rate, or other terms. Ask the lender if they would be able to negotiate any of these factors? You might be surprised at what you find. If you are negotiating the terms of a new job, you should consider all of the factors that will affect your job aside from salary alone. For example, would they be willing to offer a flexible work schedule, better benefits, or more vacation days? Oftentimes, there is more to be negotiated than price alone.  All you have to do is ask. Don’t miss out on negotiating a potentially better deal for failure to ask.

People have different personalities and communication styles. For example, some people are extroverts and tend to be the leader of a group, while others are introverted and prefer not to be in charge. Just the same, there are different types of negotiators. Each individual has their own unique skills, experiences, and personality traits that affect the way they interact with others. This also translates into how they negotiate. As a result of these differences, five distinct negotiation styles have emerged: 

-Competition (win-lose)

-Collaboration (win-win)

-Compromise (split the difference)

-Accommodation (lose-win)

-Avoidance (lose-lose)

Let’s take a closer look at the characteristics of each style so you can find out which you seem to identify with the most. 

Competition

A competition-style follows the “I win, you lose” mentality. Competitive negotiators tend to do whatever it takes to reach their desired outcome-even if it’s at the expense of the other party. They are results-oriented and are highly motivated by their desire to succeed. Typically, these negotiators are willing to use hardball tactics to achieve their goals and they are more concerned with “winning” the negotiation than building a working relationship with the other party. While this style may result in short-term success, it’s a risky move because it can be detrimental to the long-term relationship with the other party. Likewise, it can oftentimes end in a deadlock if you are dealing with another competitive negotiator. 

Collaboration

Unlike the competitive negotiator, the collaborative negotiator seeks a win/win outcome. This style focuses on making sure both parties have their needs met. In this style of negotiation, both the relationship and the outcome are equally important, and they seek to preserve and strengthen the working relationship for future success. While it can be difficult and time-consuming to reach a collaborative agreement, this style can be highly effective if you desire a long-lasting relationship with the other party. 

Compromise

Many people confuse this style with the collaborative style. However, unlike the “win-win” model in the collaborative style, the compromise style follows an “I win/lose some, you win/lose some” model. Often described as the style that “splits the difference,” a compromising style results in both parties agreeing to about half of the terms of the negotiation. In other words, some of the party’s needs will be met, but not all of them. You agree to give up some things for the sake of the other party. This style can sometimes result in the feeling that you gave up too much and didn’t get enough in return. 

Accommodation

This style is the direct opposite of the competitive style because it follows the “I lose, you win” model. This style might be used in situations where one party is trying to repair their relationship with the other party. It may also be used as a means for increasing the chances that the other party will work with you again in the future. It’s a great style to use when you are trying to strengthen the relationship between you and another party. Its focus is solely on the relationship, as opposed to the results. 

Avoidance

This style follows the “I lose, you lose” model and is used when neither the outcome nor the relationship are important. There are situations where the time and energy simply aren’t worth it and it’s better to simply avoid negotiating altogether. While this style is used infrequently, it can be implemented if a party wants to withdraw from the relationship with the other party.

Becoming a master negotiator involves a deep understanding of the negotiation process, as well as a tremendous amount of practice in developing a negotiation style. It is not something that happens overnight, nor is it an easy feat. You may not become an expert negotiator right away, but the chances of your success will improve if you follow a few basic rules. These seven rules constitute the most important guidelines for what to do in order to reach a  win/win negotiation. 

Rule 1: Be Prepared

Perhaps the most important rule in negotiations is simply being prepared. No amount of skill, strategy, or persuasive technique can compensate for lack of preparation. Preparation starts with knowing about the party that you will be negotiating with and what is motivating them. You want to learn as much as you can about their needs and goals so you can come up with a plan to meet their needs. Furthermore, you want to find out about their strengths and weaknesses as well as familiarize yourself with your competitors so you can look for an advantage. Finally, you want to be sure you are dealing directly with the decision maker. The last thing you want is to find yourself in a situation where you are about to close the deal only to find that they need to get approval from someone higher in authority. 

Rule 2: Know What You Want

It sounds obvious but too many people enter into a negotiation without having a clear understanding of what they really want. It’s important to define your goals right from the start. Otherwise, you may end up accepting an offer you don’t really want. 

Rule 3: Be Honest and Fair

No one wants to deal with someone who is deceitful. After all, what goes around comes around. The goal in a negotiation is to seek mutual benefit so it’s also important to do whatever it takes to reach a win/win outcome. This involves being honest with your counterpart and also being willing to compromise and make fair concessions. 

Rule 4: Never Accept the First Offer

It’s common for people to make an offer that they expect you to refuse, because they want to see just how firm you will be on your stance. Therefore, never accept the first offer, but rather use it to leverage what you really want. Chances are, if you accept the first offer, you will be leaving money on the table. 

Rule 5: Concede Slowly

Successful negotiation is all about give and take. For this reason, you should always have an idea of what you are willing to concede before you sit down at the negotiating table. In fact, you should prioritize your concessions in order of which is most important and least important to you. As you progress through the negotiation, you want to concede slowly. Giving up too much too fast can make you appear weak and can lead your counterpart to push you even harder. Instead, be cautious with the concessions you make and only concede when necessary. You also want to keep in mind that anytime you concede, you should get something in return. 

Rule 6: Be Cooperative and Friendly

It’s easy to let your emotions get the best of you, especially when you are dealing with tough negotiators. However, it is important to maintain your composure and try to remain cooperative and friendly at all times. Always treat your counterpart with respect, even if things are getting heated. If necessary, stop and take a break and resume negotiations when everyone has calmed down. You are far more likely to make good decisions when you are calm and thinking clearly. 

Rule 7: Know When to Walk Away

Though the goal of any negotiation is to reach an agreement, the reality is that this doesn’t always happen. Before the negotiation begins, know your walk away point and stick to it. Deadlock cannot always be avoided and the best negotiators aren’t afraid to walk away from a bad deal.

Negotiation can seem like a tricky process and you may find yourself wondering what the other person is thinking. If only you could see into their mind. Well, you may not be able to look into their mind but you can tell a lot about how someone is feeling by their body language. Communication happens both verbally and nonverbally and if you only focus on the verbal exchange, you are likely to walk away wondering why things didn’t go your way. On the other hand, if you pay attention to things like facial expressions and body movements, you can get a much better understanding of how the other person is reacting to the conversation. Here are a few body language clues to watch for in your next negotiation. 

Eye Contact

There are a few telltale signs to look for on a person’s face and this starts with eye contact. If a person is showing increased and steady eye contact, that’s a good indicator of honesty and interest. On the other hand, if a person looks away or avoids making eye contact with you, that can indicate that the person is trying to hide something from you. You also want to pay attention to the way the person moves their eyebrows. A raised eyebrow, for instance, can often mean that the person is confused or disbelieving what you are saying. 

Red Face

If you notice your counterpart getting red in the face that’s a sign that it’s time to stop for a moment. A red face usually means the person is angry, embarrassed or both. If you notice a bulging vein in their face, this definitely indicates that the person is feeling stressed and their blood pressure has shot up. All of these signs mean you need to take a break and reassess the situation. 

Arm Movement

In addition to facial expressions, you can also tell a lot about how someone is feeling by their arm movement. Open arms generally indicate that the person is listening and open to what you are saying. On the other hand, crossed arms can mean the person is feeling frustrated or angry. It can also indicate that the person is feeling defensive. Furthermore, if someone turns one shoulder toward you, this can mean that they are defensive and are about to let you know. At this point, you may want to change your approach. 

Hand Gestures

Hand signals can also provide information about how someone is feeling. Open and relaxed hands are usually a green light that things are going well and the person is listening and engaged. In contrast, tightly clasped hands are a sign that the person is feeling a strong negative reaction and this can go along with a red face. If you notice the person constantly fidgeting with their hands and touching their face or clothing, this can indicate nervousness or tension. 

Body Angle

You may be surprised at how much you can learn from someone’s body angle. For example, if the other person is leaning forward, this means that they are listening and following you. This is a good sign that things are going well. On the other hand, if they are leaning back or turning their face away from you, this usually indicates that they are negatively reacting to what you are saying. If they are swaying side to side, this might show doubt or insecurity. At this point, you want to probe to see if they are uncomfortable or they have just lost interest. 

Whenever you are negotiating with someone, be sure and pay attention to these subtle body language clues. Look for shifts in their body movements or obvious facial expressions to better understand what they are experiencing. Be mindful of your own body language as well, as you may end up giving away more than realize by doing some of these same things.

As much as we want negotiations with our counterparts to be fair, honest, and friendly, there are times when we might encounter a more difficult negotiator. Sometimes these negotiators will even employ manipulative tactics to get what they want. This can make the situation a little tricky to navigate, especially if the person isn’t willing to budge. So what should you do if you are faced with a manipulative negotiator? Regardless of their techniques, it is important to stay calm and composed under the pressure. Here are a few tips for how to prepare yourself for manipulative negotiations. 

Be clear about your goals for the negotiation.

Some negotiators will use manipulative tactics such as deadline pressure, false competition, power, or time delays to get their way. However, you can neutralize these tactics by having a clear understanding of exactly what you want before the negotiation even begins. If you know what your goals are ahead of time, you won’t crack under the pressure or allow yourself to get tricked into making a bad decision. Knowing your goals allows you to keep the negotiations on track, no matter how hard the other negotiator tries to derail it. 

Don’t be afraid to ask questions. 

Oftentimes, a manipulative negotiator will try to get you to agree to a deal by employing strategies such as deadline pressure or false competition. For example, they may say something like “If we don’t sign this deal by Friday, I can’t guarantee the delivery date you need.” In this case, be prepared to ask questions to find out how firm the deadline really is. You may say something like, “May I speak to another supervisor about this deadline?” It is in your best interest to be skeptical before deciding whether or not a deadline is real. Another powerful manipulation tactic is to make you believe there is fasle competition. For example, the other party may create a false claim that “I will have to check other bids because company XYZ sells the same thing for less.” In this case, you need to be ready to ask questions to back up their claim such as “When did you get this price?” “ Can you tell me more about their product or service?” You want to gather as much information as possible to see if they really are offering the same product or service for less money. 

Be mindful of your body language.

Manipulators will try their best to break you and throw you off your game. Their goal is to catch you off guard so you will agree to their terms. Believe it or not, they will be able to gauge whether or not you are a good target by your body language. For example, they may see the puzzled expression on your face or the fact that you keep averting your eyes. They may also see how you begin squirming in your seat or fidgeting with your hands. All of these are signs that they have you right where they want you. The way in which you present yourself will determine how far they will push your buttons. Therefore, be prepared to recognize your emotions and become aware of your body language. Try maintaining good eye contact, speaking with authority, keeping your shoulders up and back, and your hands and feet still. The more you exert a commanding and confident presence, the less they will try to manipulate you. 

Offer mutually beneficial alternatives.

Sometimes you can save yourself from manipulation by offering a collaborative solution. If the other party comes at you with a manipulative tactic, try offering a mutually beneficial alternative instead. An example might be something like this: “I can’t agree to the price you demand at this time but I can offer you additional services that can help improve your overall net profit.” Prepare a few creative solutions ahead of time and be ready to pull these out during the negotiation. Remember to look for solutions that will solve their problem while also benefiting you as well. You can also show your authority by giving them the choice to walk away if they want. This leaves them with the pressure to decide whether or not to take the deal. 

Bargaining techniques are an important component of a successful negotiation. Knowing how to negotiate is one of the most useful skills as you work to create more value for your business. Whether you are bargaining with vendors for better pricing or trying to close a deal with a new customer, there are certain techniques that can help you achieve your goals. Bargaining is all about reaching a mutually beneficial solution between both parties and it can help to resolve conflict and build communication among parties. Consider the following bargaining techniques that have proven to be effective in any negotiation. 

Be Diplomatic

You have probably heard the expression, “You catch more bees with honey than with vinegar.” Keep this in mind when you sit down at the bargaining table. People will respond much better to an offer from a kind, friendly salesperson as opposed to one who is arrogant and demanding. Walk-in with a smile and keep things friendly. The more likable you are, the more likely you will be to close the deal. 

Give Them a Reason to Bargain with You

Start the conversation by mentioning that you love supporting local businesses and that’s why you are looking forward to creating this relationship. Or perhaps you might mention that you are planning on purchasing more products in the future and you are hoping to do so with their company. The point is, people are far more likely to bargain with you if they have an incentive to do so. Look for a connection between you and your counterpart and think of something positive you can offer in return. 

Make it Difficult to Say “No”

It’s easy for someone to say “no” if you simply sit down and ask for 15% off. However, it’s not quite as easy to say “no” if you say, ‘I really want to work with you guys and I know we would work well as a team, but your price is just a little out of my budget. Is there any way we can figure something out?” Don’t make it so easy for people to walk away or say “no.” Instead, give them a chance to try and come up with an alternative solution. 

Make Them Feel Like Winners

Compromise is the key to a successful negotiation. You have to be willing to make concessions and be prepared to offer something of value in exchange for whatever it is you want. For example, you may be trying to get a customer to sign a 1-year contract with you but they are hesitant. So, you offer them the first month free if they agree to sign. In the end, you are getting what you want but you have made them feel like they got a great deal as well. 

Be Willing to Walk Away

Think about the last time you were on a car lot. Chances are, you didn’t agree to pay the sticker price. You probably haggled with the salesman over the price and when he didn’t agree to your offer, you may have walked away. At this point, the salesman “pulled some strings” and was able to meet your request. Why? Because no one wants to lose the deal. You have to know your bottom line and be prepared to walk away. Not only can this end up earning you the deal (like the car salesman), but it will prevent you from making a bad deal as well. 

At any stage of your career, whether you are just starting your first job or you are already a manager at your company, strong negotiation skills are important. The ability to negotiate will serve you well both professionally and personally. Not only can it help you land bigger deals and maybe even get that promotion you have been hoping for, but it can also help you in your relationships with others in your everyday life. Simply put, negotiation is a skill that is useful in every facet of your life. This begs the question, “How good are you at negotiating?” For many people, negotiation can be a daunting task and their fear may cause them to miss the mark. Fortunately, there are things you can do to improve your negotiation skills so you can be prepared to seal the deal next time around. Consider the following tips for turning your negotiations from drab to fab!

1. Do Your Homework

You may have prepared the perfect pitch but if you don’t know anything about the person or company you are pitching to, it could end up being a failure. You must research your topic as well as the person or company you are negotiating with in order to create a discussion that is specifically tailored to their needs. The more knowledge you have about who you are speaking with, the more credible you will be. 

2. Make Sure You Are Negotiating with the Right Person

Nothing kills a deal faster than the words, “Let me talk with my boss about this.” If you aren’t talking with the decision-maker, you are wasting your time. There’s no point in debating something that your counterpart has no power over. Make sure you are dealing with the right person from the start. 

3. Be Likable

Try to enter into any negotiation with a friendly demeanor and a genuine smile. The more likable you are, the more flexible your counterpart will be. People want to work with people they get along with so make it a point to find a connection with your counterpart whether it’s a favorite sports team, a hobby you have in common, or a family connection. 

4. Be a Good Listener

Sure, you might have a great presentation prepared but don’t forget that listening is extremely important. In fact, you should do less talking and more listening. Ask open-ended questions and learn as much as you can about what is most important to your counterpart. 

5. Try to See Things from Their Perspective

A great negotiator seeks mutually beneficial solutions so try to understand where the other person is coming from and ask them about their needs and concerns. This will show that you have a genuine interest in their needs as well and you aren’t just looking out for yourself. 

6. Determine the Best Timing

Let’s be honest, no one wants to spend time negotiating on a Friday afternoon. Likewise, you might not get too far right before lunch when everyone is hungry. Select a time that is most conducive for all parties. 

7. Be Prepared

You don’t want to bore your counterpart with too many “um’s” and very little eye contact. Rather, make sure you are well prepared ahead of time. Be sure to practice what you will say as well as how you will conduct yourself so you appear confident. 

8. Be Prepared to Make Concessions

Negotiations should never have a “winner takes all” outcome. Rather, it’s about give and take. Prepare some concessions ahead of time and know what you are willing to give up in order to close the deal. Likewise, never give something up without getting something in return. 

9. Remain Calm and Avoid Getting Emotional

It’s easy to let your emotions get the best of you during a difficult negotiation but try to remain calm and composed at all times. The more emotional you become, the more clouded your thinking will be and the harder it will be to reach a solution with your counterpart. 

10. Find a Creative Alternative

Adopt a win/win attitude rather than win/lose. It can be to your advantage to work together with the other person to determine a creative solution that will meet the needs of both parties.

The ability to close a deal is a crucial skill for any salesperson, but sometimes things do not always work out the way you had planned. There are a number of variables and unavoidable circumstances that may be out of your control that can impact your ability to close a deal. Having the foresight to see that a deal is falling apart can be very beneficial because it gives you the opportunity to figure out the next steps in advance. The ability to notice these important warning signs can help you decide whether to try a different strategy and push forward or choose to pull out altogether. Here are a few telltale signs that your business deal is collapsing. 

1. Long Pauses Between Communication

If you notice that a potential client is taking a long time to respond to your calls and emails, that’s a pretty good sign that things might not be working out. Most people that are really interested are eager to answer questions and communicate so a lack of responsiveness could be a sign of lack of interest. 

2. Slow Response Time

When someone is eager to do business with you, they prioritize getting back to you quickly. If you are waiting on a client to provide important information, for example, they should be quick to respond with that information. If you find that you are waiting days or weeks for a response or they keep delaying their response, this is a warning sign that the prospect is not very interested.

3. You Can’t Get Clear Answers

If you are working with a prospect and you find that they cannot provide clear answers and accurate information to simple questions, this could be a warning sign that the prospect is not being upfront and honest. It’s not worth wasting your time on a prospect that is not honest and upfront right from the start. 

4. They Make Things Difficult

One of the easiest ways to tell if a business deal is going south is when the other party squabbles over everything. Agreeableness is a very important quality of a business partner and if the person is difficult to deal with, the deal may not be worth your time. If the person is complaining about every little detail, chances are they will never truly be satisfied with your deal. 

5. Making Excuses

Closing a deal requires the help of both parties. If your prospect fails to follow through with their end of the bargain and they keep making excuses for why things aren’t done, that’s the sign of a bad relationship. Failure to follow through or complete tasks is definitely a red flag.

6. Indecisiveness

A huge warning sign is when a prospect wavers on every decision. If they can’t make up their mind or they use the “I don’t have the authority to make that decision” trick then you are probably wasting your time. A serious prospect knows what they want and they are ready to commit. 

7. Failure to Ask Questions

It’s never a good sign when your prospect fails to ask any questions or voice any concerns. Quality partners do their due diligence and seek to get as much information as they can before making a sound decision. They look for any possible roadblocks that could hinder their business and they bring up these concerns. Be wary of business prospects that don’t ask questions.

8. You Have Conflicting Values

It’s tough to do business with someone whose values don’t align with yours. If you find that your prospect doesn’t hold the same values as you and your business, this is your first real sign that the relationship is not compatible. 

9. A Bad Gut Feeling

Your instincts can tell you a lot and should not be overlooked. If your gut tells you that things are not looking good, chances are you are right. Your instinct is a powerful tool so don’t be afraid to listen to it. 

10. Pushy and Aggressive Behavior

A prospect that just wants to push the deal forward is a warning sign that they aren’t paying attention to your needs or the important details of the negotiation. Someone who is aggressive and pushy can pressure you into making poor decisions and this is not the kind of person you want to do business with. 

You have been in tense negotiations for hours and it looks like you have finally reached an agreement. While you may feel like the worst is over, it’s not quite time to breathe that sigh of relief just yet. That’s because closing the deal is undoubtedly the hardest part of the entire negotiation process. Even the best negotiators make closing mistakes that end up costing them the deal. While reaching the LOI stage is a great indicator of success, the reality is the process is far from over. There are still a number of steps that need to be taken in order to seal the deal and you need to be aware of potential pitfalls that could get in the way. Here are a few negotiation tactics to avoid while trying to close a deal. 

Rushing the Process

We have all dealt with that pushy salesperson that won’t let up. Even if the process seems like it’s going smoothly and your prospect is about to agree to the deal, pushing too hard at the end is a lethal mistake that could kill the potential sale. No one wants to feel pressured into making a decision and they certainly don’t want to be rushed. Be patient enough to let things progress on their own and avoid rushing the process. 

Twisting Their Arm

You have been on the receiving end of a salesperson that says something like, “Normally this would cost $1000 but if you buy today I can drop the price to $750.” Attempting to strong arm the customer is a terrible mistake because it leaves them wondering two things: 1) why are you in such a rush to close this deal and 2) If you are willing to drop the price that much is it really worth it in the first place? This is not a good tactic for closing deals because it calls into question your credibility. 

Waiting Too Long to Close

Sure, you don’t want to rush the process but you also run a risk of losing the sale if you wait too long. There’s a natural point in the conversation when it’s time to conclude the pitch and ask for the business. If you keep talking about other things, you could easily raise issues that didn’t exist before. Likewise, if you give the customer too much time to decide, they may end up changing their mind. 

Selling After the Close

If a customer has agreed to a deal, it’s a mistake to keep talking about your product or service. Trying to sell additional features might make them question the quality of what they are ready to purchase. Furthermore, it can come across as pushy and aggressive. Your best bet is to keep your mouth shut and take the order. 

Making Promises You Can’t Keep

Closing one deal should not be your ultimate goal. What will bring you more business and leads in the future is what you do after the close. If you made a bunch of promises to a customer just to lure them in and then failed to make good on those promises, you will ruin your reputation and your chances of getting future business from that customer. It’s always better to be honest and only offer what you can truly provide. 

Negotiations take place all the time in the business world and the ability to do it well can impact your success and long-term growth. Poor negotiation skills can leave you with a bad reputation while great negotiators are more likely to climb the corporate ladder. Given that negotiation skills play such an important role in your professional career, it is important to know how your skills fare compared to your colleagues. If you aren’t getting the results you want and closing those lucrative deals, it could be the result of common negotiation mistakes. It’s possible that you are hindering your ability to secure deals without even knowing it. Even the tiniest mistakes can ruin your chances of closing the deal, so let’s take a look at some common negotiation mistakes you might be making. 

Self-Doubt

Do you feel anxious, apprehensive, or nervous when you have to reach an agreement with others? You may not realize it, but low self-esteem could be hindering your ability to close deals. Your self-esteem can have a significant impact on your negotiation success. The truth is, how you see yourself determines how others see you. When you don’t feel self-assured or downplay your self-worth, you may end up accepting deals that are detrimental to your position. When you second guess your ability and value, you send the message to your counterpart that you are unsure of what you are promising and they immediately doubt your credibility. Generally, people with healthy self-esteem negotiate better deals so don’t forget to hold your head high and walk into a negotiation with confidence. 

Talking More Than You Listen

You might think you are totally ready to nail this negotiation because you have prepared well and know exactly what you plan to say. What you are failing to remember, however, is that it is equally important to know how to listen. One of the most common mistakes made by a negotiator is to focus so much on your own presentation that you forget about your counterpart. Talking too much not only frustrates your counterpart, but you run the risk of giving away too much information. You are also preventing yourself from gaining valuable information about your counterpart. It is essential to ask questions and gather extensive information during the conversation so you can get a better idea of what your opponent is willing to go for and what they are not. 

Fighting to “Win”

Sure, everyone wants to walk away from a negotiation with the best possible outcome, but this doesn’t mean you should have a “winner” and “loser” mentality. If you only keep your own interests at the forefront of your negotiation you risk losing the deal altogether. You never want the other person to feel like they are “losing” against you. You need to put your ego aside and remember that it is far more advantageous to seek mutually beneficial solutions. 

Getting Emotional

Have you ever walked into a negotiation feeling positive and confident and then something doesn’t go the way you planned? At this point, you might feel your mood immediately dampen. Negative feelings often result in negative perceptions and anger, anxiety, and stress can impact your ability to negotiate well. It’s very easy to get angry and frustrated during a heated discussion and you might find yourself feeling defensive. This can make it very hard to consider other people’s opinions and it can also make it hard for the other person to listen. If you feel your emotions taking over, take a deep breath or take a quick break from the discussion until you can calm yourself down. You should never be driven by emotions in a negotiation.