Shortcomings can limit the type of deal that you can reach in your negotiation

Shortcomings can limit the type of deal that you can reach in your negotiation

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I’m not perfect – are you? I’m willing to bet that you are willing to admit that, like me, you are not perfect. However, when we know that we are not perfect a most peculiar thing seems to happen: we try to ignore it. It turns out that this is a big mistake and when you combine it with all of the negotiation styles and negotiating techniques that are used during a negotiation, it can have a dramatic impact on the types of deals that we can reach.

What To Do About Your Shortcomings

The first step in dealing with what you don’t do well is to admit that you are not perfect. You need to know where there are gaps in your negotiating skills. It may turn out that you are not good with numbers or that you don’t do a good job of reading long documents quickly.

We all have these flaws. Don’t get too worked up about them. Make sure that you know what you don’t do well. Once this is known, your next step is to do something about what you don’t do well.

The correct action to take is to make sure that the next time that you go into a negotiation, you show up with a solution for what you don’t do well. This could be as simple as remembering to bring a calculator (which you then have no shame in using) or you bring a person whom you know is good with numbers. Perhaps when the other side is pressing you to read and sign a big document you tell them that your boss will have to review it and buy yourself some time by scheduling another time for the meeting to continue.

How Many People Handle Their Shortcomings

As annoying as it is for us to have things that we don’t do well, the good news here is that the other side of the table is dealing with the very same issues. However, like most of us they probably don’t want to admit their failings and are willing to suffer through what they don’t do well because they are unwilling to admit that they are not perfect.

For you, this is great news. For you see once you understand what the other side does not do well, you can use this to your advantage during the negotiation. You can exploit their weaknesses to your benefit.

You might feel that this is not fair. You might even be right about that. However, you need to realize that it is up to the other side to realize that they don’t do everything perfectly and to take actions to compensate for where they come up short. If they chose not to do this, then you need to accept their decision and make the most of it.

What All Of This Means For You

We all have shortcomings. When it comes time to participate in a principled negotiation, we need to be aware of our shortcomings and not ignore them. Instead, we need to face them head on and take steps to deal with them.

When you enter a negotiation take care to make sure that you’ve come up with a plan for dealing with your shortcomings. Bring the extra resources that you need to overcome your shortcomings. Take the time to learn what the other side’s shortcomings are. Once you know what they are, you can take advantage of them because they probably don’t know about them.

Shortcomings are a part of life. However, because we know that that they impact how we negotiate, we can take steps to limit their impact on the type of deals that we are able to create. Since the other side of the table may not be as aware of their limitations, you should be able to minimize your weakness and maximize theirs!

- Dr. Jim Anderson
Blue Elephant Consulting –
Your Source For Real World Negotiating Skills™

Question For You: Do you think that talking with others on your team would be a good way to find out what your shortcomings are?

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P.S.: Free subscriptions to The Accidental Negotiator Newsletter are now available. Learn what you need to know to do the job. Subscribe now: Click Here!

What We’ll Be Talking About Next Time

Did you know that I’m perfect? Well, ok, so I’m not really perfect. However, I’d be willing to bet that you are not perfect either. What this means for both of us is that during our next negotiation despite all of the clever negotiation styles and negotiating techniques that we’ve been using, there is a very good chance that we are going to make one or more mistakes. It’s what we do when we realize that we’ve made a mistake that really counts.

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4 Ways To Simplify Your Next Negotiation

by drjim on October 24, 2014

Simple is always better

Simple is always better
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Let’s face it – with all of the different negotiation styles and negotiating techniques that we use, negotiations can become very complex if we are not careful. As a negotiator you should always be looking for ways to simplify the negotiating process. However, at the same time you need to make sure that you’ll be getting the best deal possible. Exactly how to balance these two goals is what the following four tips are designed to help you do…

Split The Difference

We’ve all heard this one before. When we’ve run into a disagreement with the other side about some part of the negotiation, generally the price, we tell them that we should just “split the difference”. This means that we’re willing to meet them half way on whatever the gap is between our current positions.

This can be a powerful technique to simplify a negotiation. However, you need to be careful here. You are going to have to decide if a split would be to your advantage. If it is, the simplicity and apparent fairness of this approach often makes the other side willing to take you up on your offer.

Discuss It Later On

It’s entirely possible that your negotiation has ground to a halt simply because the two sides of the table have been unable to agree on a single issue. Don’t let this derail your negotiations. Instead, suggest that you discuss that issue later on.

The reason that this technique can work to simply your next negotiation is because it give both sides of the table time to cool off. After you’ve worked through a number of other issues, you’ll be that much closer
to reaching a deal with the other side. When you both get back to the issue that was causing you so much trouble, you’ll both be calmer and more motivated to resolve it.

Let Someone Else Decide

As a negotiator, we can often think that it is our responsibility to solve every problem that comes up during a negotiation. This can cause problems because sometimes we just don’t have the answer to a sticky issue – the solution may be, as they say, “above our pay grade”.

In these cases, a simple way to resolve the issue that is causing you so much trouble is to hand it off to your boss or another responsible party to have them solve. it. Once they’ve come up with a solution that both sides can live with, you can then get back to the job of hashing out a deal with the other side of the table.

Think Outside The Box

This phrase has been overused in the past few years, but it is still a powerful concept. It is entirely possible that during your next negotiation you will run into a brick wall – neither side will be able to propose a solution to the other side that they can live with. If you are not careful, a deal just is not going to happen,

In this case, sometimes it’s a good idea to take a break, go get some other sensory inputs and clear your mind. When you come back to the negotiating table tell the other side that you are committed to finding a solution that both of you can live with. Then start brainstorming with them. Throw out every idea that comes to you and see if you can find an idea that may seem outlandish, but which they could agree to. This is how outside of the box thinking can save your next negotiation.

What All Of This Means For You

Occam’s razor states that sometimes the correct answer to a problem is often the simplest answer. When it comes to negotiating, we can make a principled negotiation so complex that no deal is going to be possible. What we need to do is to find ways to prevent this from happening.

We’ve discussed four different ways to simplify a negotiation. The first is to offer to split the difference. The next is to put off the issue that is proving to be hard to resolve until later. We can also punt and offer to allow someone who was not involved in the negotiations to make a decision. Finally, we can suggest that both parties think outside of the box in an effort to come up with unique solutions.

No matter which approach we end up using, making a negotiation simpler improves our chances of being able to reach an agreement with the other side. Take the time to pick one of the techniques that we’ve discussed and see if you can make your next negotiation simpler and more successful.

- Dr. Jim Anderson
Blue Elephant Consulting –
Your Source For Real World Negotiating Skills™

Question For You: Can you think of a reason why you might not want to make your next negotiation simpler?

Click here to get automatic updates when The Accidental Negotiator Blog is updated.

P.S.: Free subscriptions to The Accidental Negotiator Newsletter are now available. Learn what you need to know to do the job. Subscribe now: Click Here!

What We’ll Be Talking About Next Time

I’m not perfect – are you? I’m willing to bet that you are willing to admit that, like me, you are not perfect. However, when we know that we are not perfect a most peculiar thing seems to happen: we try to ignore it. It turns out that this is a big mistake and when you combine it with all of the negotiation styles and negotiating techniques that are used during a negotiation, it can have a dramatic impact on the types of deals that we can reach.

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The Power Of Favors During A Negotiation

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Negotiators Know The Power Of The Word “Free”

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New Book: Preparing For Your Next Negotiation

October 4, 2014

To get what you want out of your next negotiation then you need to know how to prepare. Get the book that tells you how to do this: Click here for Paperback, Kindle, or Audiobook Download. Click here for epub, mobi, pdf, rtf, lrf, pdb, txt, or html.

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Let Mr. Zipf Help You Win To Your Next Negotiation

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Turns Out That Negotiating Is All About 3 Rules Of Psychology

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How To Break A Deadlock

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What Negotiators Need To Know About Job Opportunities In The Federal Sector

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