Question

One page summary on the article Six habits of merely effective negotiators

Answer 1

In a negotiation, the parties involving are the ones to decide on accepting the deal or turn it down. The role of negotiator is to persuade and make the two sides to say yes to a fairly nominal solution. Understanding the two parties, their interest and then shaping the decision is the key to get the maximum value out of a negotiation process. Yet, some very experience negotiators fail their way to make it. There are some major issues that could keep them away from solving the issue right.

                First one is by neglecting the problem of other side. The issue must be understood from the both perspectives in order to effectively solve the problem. Otherwise, the solutions put forward tend to be biased. The other party will be forced to accept a solution without their genuine interest in such cases.

                The second mistake that could possibly occur from a negotiator who is merely effective is that letting the price bulldoze the interest behind negotiation. When the tactics become price-centred, the actual need that has to be satisfied will be left unattended. It is very important to have a deal which is personal and respectful to both the parties in the negotiation. Shared expectation should also be taken care of.

                When the negotiator is in a position that is favourable to the interest of one party, there are chances that they mask the possible compatible solution. The negotiator could take up an idea of letting one party win at the cost of the opposite party. Negotiators with incompatible positions will drive out the interest of negotiation.

                If the negotiator finds it really hard to identify a common ground of interest, the end cannot be by accepting a viable solution for both parties. If the interests of the parties are different, then the difficulty in reaching a conclusion is elevated. The parties ends up giving up what they wants the most instead of getting what they want the most at a minimum cost to the opposite party.

                Neglecting the scope of BATNA is one of the worst mistakes a negotiator can do. BATNA is the best alternative to a negotiated argument, if no solution reached upon. BATNA is basically the best course of action if the proposed deal doesn’t work out fine. The BATNA of both sides are to be listened carefully in order to find out which one suits the best according to the situation and which one is the closest to the proposed solution. If the negotiator fails to do so, the entire negotiation process turns out to be a failure.

                The error from the side of the negotiator can be due to their skewed vision and their reluctance to correct that. Such bias can be formed due to two factors, due to the role and due to the perceptions. When the negotiator is over committed to the role that they play and is always upto interpret the situations the way they feel is due to the impact of role bias. In another case, the negotiator finds the opponent full of negatives and shuts them down their opportunity to bargain and propose. These are the major mistakes in the habits of merely effective negotiators.

If you liked this answer, please give an UPVOTE. Thant will be quite encouraging for me. Thank you and all the best with your studies.