Barriers to Successful Negotiation
Below are few of the factors considered as barriers to
successful negotiation.
1. Negative outlook towards the negotiation process: Your attitude
during the negotiation-hostile or cooperative-decides the tone for the
negotiation. Negotiation need not be confrontational. In fact, effective
negotiation is characterized by the parties working together to find a
solution, rather than each party trying to defeat the other party.
2. Try to Win at All Costs’ Attitude: One of the barriers to successful
win-win negotiation is adopting a ‘try to win at all costs attitude’. The
best perspective in negotiation is to try to find a solution where both
parties ‘win’. Try not to view negotiation as the contest that must be
won.
3. Over-exhibition of emotions: Strong emotions make us blind towards
reason during negotiation. Though it is normal to become emotional
during negotiation but as we get more emotional, we are less able to
channel our negotiating behavior in constructive ways. Therefore, it is
important to maintain control.
4. Lack of empathy: Since we are trying to find a solution that is
acceptable to both parties, we need to understand the other person’s
needs, and wants with respect to the issue of negotiation. If we do not
know what the person needs or wants, we will be unable to negotiate
properly. Often, when we take the time to find out about the other
person, we discover that there is no significant disagreement.
5. Wrong focus: Negotiators have a tendency to focus on the individuals
rather than the issues involved. This is particularly true with people we
dislike. There is a tendency to get off track by focusing on how difficult
the person is. Once this happens, effective negotiation is impossible. It
is important to stick to the real issues and put aside our personal
feelings about the individual.
6. Blame Game: Playing the blame game makes the negotiation
situation difficult. In any conflict or negotiation, each party contributes,
for better or worse. If you blame the other person for the difficulty, it
will result in defiance. If you take responsibility for the problem, you
will create a spirit of cooperation.
Guidelines for Successful Negotiation
1. Be sensitive towards the other party’s requirements and concerns.
Use appropriate questions to find them out.
2. State clearly what you need and the reason why you need it. This is
important to make sure that the other party is aware of your needs.
3. Prepare a list of alternative options to be used in case the solution
suggested by you is not acceptable to the other party.
4. Be gentle and assertive without sounding dominating while stating
your point if you disagree. Avoid arguments as they ore a waste of time.
5. Timing is very important. Bad timing may come in the way of the
success of the negotiation process.
6. Aim high. If you start too low it may be difficult to tread upwards
during a later stage.
7. Remain flexible. Sometimes the negotiation may proceed along the
lines you planned and sometimes it may not. Adapt and fine tune
according to the requirements for optimal results.
8. Do not try and be manipulative because it creates bitterness.
9. Open the negotiation on a positive and neutral note. Try building a
rapport with the other party.
10. Keep your emotions in control.
11. Keep your eyes and ears open. Besides listening attentively, observe
the non-verbal cues as well.
12. Show respect for the other person’s views.
13. Be patient. Think before you speak.
14. Maintaining silence or the right time is as important as talking.
15. Consider the impact of the outcome of the present negotiation on
the future ones.
