John Richard Drigalla is a skilled negotiator who is able to achieve the outcomes that are in the best interests of his clients and employers when he sits down to meet a business connection. He notes that many novice negotiators make a number of crucial mistakes that can lead to the conversation going south, so he points out the following blunders that all negotiators must avoid.
Not Doing The Research
It is not enough to know about your own company when you sit down to negotiate. You must also be capable of speaking to everybody at the table about their own companies as well. Failure to do your research in this regard not only puts you at a disadvantage in the negotiation, but may make other participants feels as though you do not respect what they bring to the table.
Avoiding Confrontation
While confrontation is never pleasant, it is sometimes unavoidable during the course of a negotiation. While you should make every effort to be as flexible as possible when speaking to your business contacts, there are times that you will have to put your foot down and stand firm on an issue. Failure to do so could lead to people thinking you are a soft touch, losing respect for you in the process.
Not Listening Properly
John Richard Drigalla notes that maintaining your concentration and really listening to what others are saying during negotiations is important. This will allow you to get a better understanding of their viewpoint and sometimes opens up opportunities to change the direction of the proceedings.
John Richard Drigalla 