NCM/U4 Topic 7 Challenges for Effective Negotiators

You can’t possibly win every argument, but you can limit the arguments you have by coming to a mutual agreement through negotiation. At times, conflict will be resolved in your favor, and at other times, in favor of the person with whom you are having a conflict. Your skill in negotiating will help you face problems during negotiations to help you accomplish goals and avoid long-term problems for a healthier organizational environment.

Authority to Negotiate

Before entering into negotiations, be sure that the person you are negotiating with has the authority to make decisions.

Aggressive Behavior

Negotiations can be intimidating. Some negotiators use sarcasm and bully tactics to make you feel uncomfortable and inferior just to get what they want. In a negotiation, the purpose is to come to a mutual agreement. Aggressive behavior can create resentment, create a hostile environment and build poor relationships. Instead, showing respect during negotiations to understand the sides of both parties should result in long-term benefits.

Understanding Each Other’s Needs

Emotions can rise during negotiations to the point where the parties do not take the time to understand each other’s needs. They can only think about their own interests rather than trying to come to a mutual agreement. The other party does not have to be considered the enemy. They have expectations just as you do. With both parties acknowledging each other’s needs, you can reach a satisfactory agreement.

Hindering Progress

Negotiations must move forward in order to reach a decision. If one side is being obstinate with no room to concede, you may need to take a more drastic approach. Ask him if he wants to continue with the discussions. Perhaps he would like to speak with someone else. Ask him if he is uncomfortable and if there is anything he needs to make him feel at ease with the negotiation. By reaching out to let him know that you are putting his needs first, you may find progress with the negotiation.

Criticism, sarcasm, derogatory remarks

It is the biggest threats to an effective negotiation. Never ever say anything which might hurt others. Remember everyone is here to do business and make profits, so be logical and justified. Don’t get too involved and over emotional. One should be a little diplomatic and intelligent for an effective negotiation.

Avoid last minute changes

As it result in confusions and misunderstandings. The two parties must be very clear on what they expect from each other, and must stick to it. Don’t change statements every now and then. Once a conclusion is reached or a deal is cracked, it’s always better to sign an agreement in presence of both the parties.

Being too rigid

It is one of the biggest challenges to an effective negotiation. Be a little flexible. Compromise to your best extent possible and don’t crib always. One should adopt a positive attitude and try his level best to adjust with each other and find out a solution which will satisfy all.

Going unprepared for a negotiation

It is unacceptable. Don’t underestimate the second party. One should do his home work carefully. Check out even the smallest details before going for a negotiation. Don’t think that the other person is not as smart as you, he can ask you anything and remember even he will try his level best to convince you. You need to have valid answers for his questions.

Lack of Patience

It also leads to a bad negotiation. Every individual has the right to express his views and one should not interfere in his speech. You might not agree to him but at least listen to him first. Sit with the second party and make him realize how the deal would benefit you as well as him. If possible take a note pad and a pen with you to explain things in a better way. Carry all the necessary documents which you might require at the time of negotiation.

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