10 Mistakes to Avoid When Entering Negotiations

How are your?negotiating?skills?

You may not realize it, but?negotiating?is something you do every day.

So last week, my university class students participated in mock panel interviews. And one question that seemed to trip them up was, "how much do you want to be paid?"?Still, last week, three clients whom I am supporting with interview preparation and implementing their job search strategies wanted to know how to engage in successful salary?negotiations?with potential employers. Particularly, when the organization offered less than what they had stated during the interview process.

Those are just two of many scenarios I have encountered recently that called for?negotiation?skills.

So it goes without saying that developing good?negotiation?skills is important both in career, business and life. To become a skilled negotiator, you need to master a specific set of skills. Luckily, anyone can do it – all it takes is awareness and practice.

Here are 10 common mistakes to avoid in your next salary?negotiations?(or in any?negotiation).

Mistake #1 – Poor Planning

Never go into a?negotiation?without preparing adequately. You’ll need to prioritize your objectives, research the other party, plan concessions, and anticipate their objections and questions so you can respond to them.

Mistake #2 – Lack of Confidence

Don’t be intimidated!?Negotiation?is a discussion where you each state clearly what you want and then try to reach a mutually beneficial outcome. It’s not a battle, but a conversation. If you feel nervous, practice some deep breathing just before the meeting.

Mistake #3 – Getting Straight to Business

Don’t launch straight into?negotiations. Start by building rapport so you feel a personal connection with the other person. After some small talk about common interests, lead the conversation naturally into the discussion.

Mistake #4 – Thinking It’s ‘Winner Takes All’

You’ll both walk away from the meeting with some of your objectives met and some compromises made. Going into the meeting unwilling to concede anything is not?negotiating. It’s steamrolling.

Mistake #5 – Forgetting about Relationships

Make sure you keep in mind the relationship you have with the other party. Try to create an outcome that not only satisfies both parties now, but also paves the way to a stronger relationship going forward.

Mistake #6 – Being Aggressive

Don’t let things get emotionally heated. If you feel aggressive or hostile, this won’t lead to a good result. The discussion should be calm and measured.

Mistake #7 – Focusing on YOU

Your interests will be top of mind, but the?negotiations?shouldn’t be all about you. Don’t forget to acknowledge the other party's needs and consider their perspective and objectives.

Mistake #8 – Shying away from Disagreement

Don’t be afraid to disagree. Disagreement is where you find issues to work on together, eventually reaching a solution. State disagreements in a soft and friendly way.

Mistake #9 – Failing to Nail Down the Details

Once you’ve agreed, nail down the details. Decide what actions each party must take and what deliverables are needed, and then come up with clear deadlines.

Mistake #10 – Not Getting It in Writing

Get these agreement details in writing, even if it’s just in a follow-up email. This will help ensure that both parties are on the same page.

Avoid these mistakes, and you will be well on your way to mastering the essentials of?negotiation.