7 myths of negotiation

1.      In negation somebody always wins and somebody looses

·         If you make it to the end of negotiations, both sides are winners!

·         Maybe not according to expectations, but not less as acceptable.

 

2.      Good negotiators are born

·         Negotiation is like golf – in both skills you will get better with time

·         But a lot of knowledge and experience needs to be combined – not solely practice nor theory, both.

 

3.      Good negotiator is hard and inexorable

·         “Good negotiator” by rule takes high risks?

·         But often it does not pay off.

 

4.      To be successful you have to mislead and use little lies.

·         Bluff– not lies – can be a part of tactics …. However, how much and when to bluff?

·         Tactics: do not hold anything back, but do not say everything…..

 

5.      Friendly people “are loosers”.

·         We all love to work with ethical people with high moral standards (=friendly), that keep their word.

·         Believe me – in the long run it always pays off.

 

6.      Good negotiators always get what they want.

·         Often these are the least efficient negotiators

·         Good negotiator rarely gets what he wants.

·         Do you always get what you want? ...RAISE YOUR GOALS!

 

7.      Good negotiator relies on intuition.

·         Intuition is important, but first come tactics and dynamics

·         Otherwise, negotiation is a set of hard work and preparation.