Why most people do not negotiate effectively

For the past six and a half years, I've taught business professionals, executives and employees of all ranks, how to negotiate a win-win outcome.

Through the many experiences I've had negotiating my own deals, teaching and coaching negotiators,  and the direct feedback from the participant "laboratory," I've learned that there are basically three distinct reasons why people fail to achieve a fair and comfortable outcome for themselves, and the other party:

1. Lack of clarity - simply put, people show up to the negotiations table not even knowing what they want. They simple don't take the time to get clear, focus and prepare.


2. Their way or the highway - to make matters worse, they hunker down on how they want things to play out, and alienate the other party in the process.


3. They are trying to take, and it doesn't work - they are more concerned with what they're going to get, rather what they can freely give to add value to the other side first.

Obviously, when anyone approaches negotiations this way, the outcome might be a temporary win, but it does so much harm long-term. Trust is erroded, relationships are bruised, and the doors of opportunity are often slammed shut.

To be an effective negotiator, it is imperative that we add value to the other party first and foremost. We must be clear from the beginning on what we want to achieve, and what we're willing to give and ask for to achieve a mutually beneficial outcome. 

If you are ready to develop or hone your skills as a skilled negotiator, look into our upcoming negotiations seminars, and join us for an experience that will get you results for the rest of your career.