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What are the most common negotiation mistakes to avoid in CPS sessions?

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Creative problem solving (CPS) is a skill that involves generating and implementing novel solutions to complex challenges. However, CPS is not a solo activity. It often requires working with others who have different perspectives, interests, and goals. Negotiation is a key aspect of CPS, as it helps to align the expectations, resources, and actions of the stakeholders involved. However, negotiation can also be a source of conflict, frustration, and misunderstanding if not done effectively. In this article, you will learn about some of the most common negotiation mistakes to avoid in CPS sessions, and how to overcome them.

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1 Lack of preparation

One of the biggest mistakes you can make in any negotiation is to enter it without proper preparation. Preparation means doing your homework on the problem, the solution, and the people you are negotiating with. You need to have a clear idea of your own objectives, priorities, and alternatives, as well as those of the other parties. You also need to anticipate the potential issues, objections, and trade-offs that may arise during the negotiation. By preparing well, you can increase your confidence, credibility, and flexibility in the negotiation.

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Vlad I.

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While preparation is widely advocated, I believe there's value in spontaneity. Over-preparation can sometimes lead to rigidity and missed opportunities for creative problem-solving or compromise. Balance is key - prepare, but be open to unexpected turns.

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2 Poor communication

Another common mistake in negotiation is to communicate poorly. Poor communication can take many forms, such as being vague, ambiguous, or inconsistent in your messages, using jargon or technical terms that others may not understand, interrupting or dominating the conversation, or ignoring or dismissing the feedback or concerns of others. Poor communication can lead to confusion, mistrust, and resentment among the negotiators, and undermine the quality and sustainability of the solution. To communicate effectively, you need to be clear, concise, and consistent in your language, listen actively and empathically to others, ask open-ended and probing questions, and confirm your understanding and agreement regularly.

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Josh Ether

Just a Guy Sharing Cool Stuff: Relevant? Maybe. Exciting? Hopefully. Agree? Great. Don’t? That’s Cool Too.
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Poor communication often manifests as unclear articulation of needs, assumptions without clarification, or failure to listen actively to others. From my experience, this lack of clear communication creates misunderstandings and mistrust. Effective communication is not just about speaking but also about ensuring that the message is understood as intended. I recommend establishing clear communication channels and norms at the start of the negotiation. Encourage team members to express their ideas and concerns explicitly and ask clarifying questions. Active listening is crucial – it's about genuinely understanding others' viewpoints, not just waiting for your turn to speak.

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3 Emotional reactions

A third common mistake in negotiation is to let your emotions get the better of you. Emotions are natural and inevitable in any human interaction, especially when the stakes are high and the issues are complex. However, emotions can also cloud your judgment, impair your rationality, and trigger defensive or aggressive behaviors. Emotional reactions can escalate the conflict, damage the relationship, and jeopardize the outcome of the negotiation. To manage your emotions, you need to be aware of your own feelings and triggers, as well as those of others, and use strategies such as breathing, pausing, reframing, or expressing to calm yourself and diffuse the tension.

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4 Rigid positions

A fourth common mistake in negotiation is to stick to your rigid positions. Positions are the specific demands or requests that you make in a negotiation, such as a price, a deadline, or a feature. However, positions are often based on assumptions, preferences, or habits, and may not reflect your underlying interests or needs. Rigid positions can limit your options, create impasses, and prevent you from finding creative and mutually beneficial solutions. To avoid this mistake, you need to focus on your interests rather than your positions, and explore the reasons, criteria, and values behind them. You also need to be open to the interests of others, and seek to understand and satisfy them as much as possible.

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5 Win-lose mindset

A fifth common mistake in negotiation is to adopt a win-lose mindset. A win-lose mindset is when you view the negotiation as a zero-sum game, where your gain is the other's loss, and vice versa. This mindset can make you competitive, adversarial, and distrustful, and lead you to use manipulative or coercive tactics to get what you want. However, a win-lose mindset can also backfire, as it can provoke resistance, retaliation, or resentment from the other party, and harm the relationship and the solution. To avoid this mistake, you need to adopt a win-win mindset, where you view the negotiation as a collaborative and creative process, where both parties can achieve their goals and create value together.

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Josh Ether

Just a Guy Sharing Cool Stuff: Relevant? Maybe. Exciting? Hopefully. Agree? Great. Don’t? That’s Cool Too.
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A common mistake in Creative Problem Solving (CPS) sessions is adopting a win-lose mindset during negotiations. This approach often leads to one party feeling defeated, which can hinder future collaborations. In my experience, this mindset stifles creativity and overlooks mutually beneficial solutions. Instead, I advocate for a win-win approach, focusing on finding solutions that satisfy all parties. This shift encourages empathy, understanding, and collaboration, transforming negotiations into a joint problem-solving exercise. It not only yields more innovative outcomes but also strengthens relationships and fosters effective future collaborations. Adopting this mindset is key to successful and harmonious negotiations in CPS sessions.

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6 Here’s what else to consider

This is a space to share examples, stories, or insights that don’t fit into any of the previous sections. What else would you like to add?

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What are the most common negotiation mistakes to avoid in CPS sessions?

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2

3

4

5

6

1 Lack of preparation

2 Poor communication

3 Emotional reactions

4 Rigid positions

5 Win-lose mindset

6 Here’s what else to consider

Creative Problem Solving

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What are the most common negotiation mistakes to avoid in CPS sessions?

1

2

3

4

5

6

1 Lack of preparation

2 Poor communication

3 Emotional reactions

4 Rigid positions

5 Win-lose mindset

6 Here’s what else to consider

Creative Problem Solving

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