You need to be logged in to see your course progress.

4 Traps to Escape During a Negotiation


Negotiation Skills

0 POINTS

Complete the units, enroll in new courses, answer survey questions

By gaining points, you can win a personalised one on one coaching session

Complete the course to see how your learning has improved and gain 10 points

Answer the questions in each unit to generate your custom action plan and gain points

Collect points to be able to ask an expert any question you may have

Unit Video

Unit Summary

Familiarizing yourself with potential negative attitudes you might have to face increases your odds of winning a negotiation.
Below are 4 attitudes to be wary about:
  • Exaggeration
  • Sudden Mood Change
  • Only One More
  • Superiority

Survey Questions

You cannot view this unit as you're not logged in yet.

Build Your Action Plan

Hi. In this video, you will learn 4 attitudes you shouldn't fall for in a negotiation.
To many people, successful deals are measured by the maximum advantages one can gain. Some of those people are direct and make you consciously give them what they want. Others are indirect, and use controversially unethical behaviors to reach their target.
Find out below, 4 attitudes you better get suspicious about:
  • Exaggeration: Negotiators would exaggerate to pressure you and make you feel guilty. For example, they would say "No way, this is just impossible, you can't be serious." Don't get intimidated. Ask, "Why do you say that? What are your concerns?" Keep your position clear and be the one who puts the pressure by suggesting alternative ways to reach an agreement.
  • Sudden Mood Change: Your opposing negotiators might display at first great enthusiasm to make you feel how exciting it is to be close to an agreement and to encourage you to lay all your cards on the table. Suddenly, they become reluctant to agree or even negotiate, indirectly pressuring you to offer as much compromises as possible. Be a step ahead, and as soon as you detect a mood change, inquire about the reasons and argue about them.
  • Only One More: When your opposing negotiators need a lot of compromises from you, they will be cautious to tell you everything at once. Instead, they will present only one or two requests each time, mentioning them as one last point to add, so that you don’t feel you are giving up a lot. Make sure you count all their demands at the end.
  • Superiority: Many negotiators would attempt to be fully authoritative and impose their power and control, barely allowing you space to suggest or decide something else. If you can’t avoid a negotiation with those people, it’s advisable you stick to your position, back it up with logical arguments, or else announce that you will solve the problem yourself.
You can’t always predict the person you will have to talk to, and this can add to the uncertainty and stress of a negotiation. Build confidence in your position, prepare yourself for a possible letdown, and keep a flexible positive spirit. A problem might be one, but its solutions can be numerous.