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3 Reasons Negotiations Fail

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1. Mismanagement of expectations

Imagine going to a pizza shop and then being told it only serves sushi; disappointment is likely. The same goes for negotiations. If expectations aren’t managed properly, disappointment or frustration may ensue from a misalignment of expectations and reality, and may result in a less-than-ideal outcome for one or all parties.

Properly managing expectations comes from preparation and flexibility. If a party has done its homework –including understanding past precedents and current alternatives—that party is much more likely to have realistic expectations for its encounters. In addition, acknowledging that things may not go as planned can lead to preparation of alternative scripts and backup plans. These scripts and plans must lay out strict acceptance and walk-away scenarios prepared before negotiations begin.

 

2. Unwillingness to empathize

It’s like watching someone go fishing and not realizing that some people may enjoy fishing. Often, people do not consider the other side’s points of view and cannot appreciate that the other side has different needs and desires, which have a profound impact on how negotiations are approached.

By considering the other side’s goals, needs, and thought processes, a negotiator will be able to anticipate arguments the other party may make and consider alternatives that the other party may find appealing even before they meet. In addition, understanding and acknowledging the other side’s point of view may improve the rapport between the parties and can have a positive impact on long-term relationships.

 

3. Lack of preparation

Have you ever gone to the grocery store without knowing what you already had at your house, only to end up getting more of things you don’t need and less of what you do? Going into any deal without a knowledge of the negotiation’s landscape and potential traps can be treacherous for a negotiator and inhibit proper management of expectations.

A negotiator should come in knowing what relevant precedents exist for the current negotiation, what alternatives may be available (or currently unavailable), and what curveballs may be thrown during the conversation. Preparation in the form of a checklist can be especially helpful as a visual representation of what the negotiator has done, is doing, and needs to do in order to fully prepare for the negotiation. This detailed preparation will make the negotiator more flexible, confident, and purposeful than coming in with only a vague idea of what to expect.

 

For more on how to improve the likelihood of success in negotiations, check out The Power of Nice: How to Negotiate So Everyone Wins, Especially You! 

Are You Doing These 5 Unproductive Work Habits?

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We often get stuck in a rut of doing things a certain way at the office without realizing how harmful that can be to our productivity. Are you in charge of training or sales at your company? Then you know that time is money – and that every minute counts. See if any of these examples resonate with you. If so, take steps to eliminate them and watch your productivity soar!

  1. Water-cooler overload. Mondays should be the day when we grab the week by the horns and set our priorities. Instead, many Monday mornings are spent catching up on other’s weekends, finding out who won the big game, sharing the details of your favorite TV show, etc. A more damaging variation on this theme is how easily harmless talk can morph into gossip. Not only is that highly unproductive, but it is also unprofessional and damaging to relationships. Keep your small talk just that: Small.
  1. Email mismanagement. Not utilizing the tools at your disposal to organize incoming and archived email will kill your momentum. Most email programs have excellent filtering options that you can use to avoid that unwanted company-wide potluck from disrupting your flow. Also, turn off the audible notifications. Set times to check your email throughout the day, and unless it is urgent, don’t check it except at those times. It is better to respond during your “email hours” to all the emails you have rather than flagging them and letting them pile up for later.

 

  1. Meetings. This is probably the biggest time-thief on the list. In today’s connected world, meetings are largely counterproductive. There are great groupthink and project management apps and software out there (like Basecamp and Asana) that allow employees to remain at their desks or in the field while staying connected and on the same page.
  1. The Internet. Facebook, LinkedIn, Twitter… Who hasn’t fallen victim to the pull of a midday surf session only to look up and realize that two hours have gone by – and you still have a project due by the end of the day? If you can’t trust yourself not to get sucked in, there are browser add-ons like StayFocusd that will only allow a certain amount of browsing per day or block the sites completely.
  1. Your phone. Twenty years ago, when you went into the office, you were only reachable by the phone at your desk. Now our phones keep us tethered to the outside world. Sadly, the temptation of distraction is often too great. Turn off all notifications while at work, and set your phone’s profile settings to only allow calls from a close family member or friend in case of an emergency. Use an auto-reply on your texts to alert messengers that you are at the office and have limited availability. And keep your devices in your pocket or purse instead of on your desk.

With a little initiative, you can reclaim hours easily lost due to distractions, poorly optimized tools, and unproductive meetings. Follow these tips and enjoy the results as your to-do list dwindles.