Question 7 abcde

Question 7: Which one of the following is the most commonly made mistake negotiators make when preparing for a negotiation?

• A Not preparing
• B Failing to prioritise their objectives
• C Having an inflexible strategy
• D Planning to ask for more than they want or need
• E Not thinking about the other parties objectives

Well done, you got it right! The most common mistake most people make is failing to prioritise their objectives. If you don't know where the bottom line is, what it is that you must achieve or must avoid, before you engage with the other side, then how on earth do you know when you've got a good deal or given too much away?

What about the other answers?

A Not preparing is unbelievably pretty common. There's no excuse for this. Even if you get caught on the hop you can still prepare using Scotworks framework for preparation.

C Having an inflexible strategy. The "My Way or No Way" approach to negotiation. Again fairly common. An approach that will inevitably result in those using it being seen as inflexible, demanding and competitive. The result in the vast majority of situations being that they'll end up with poorer deals and compromised relationships.

D Planning to ask for more than they want or need. The old "Let's ask for 20% more than we need". The hagglers approach to negotiation that wastes time, money and resources.

E Not thinking about the other parties objectives. The easiest way to get what you want in this world is to give the other side what they want on your terms. To do this you need to know what it is they want! Too many people spend their time in preparation thinking solely about what they want. You should be spending almost as much time considering what the other sides objectives and issues might be, what they want, where they may be willing to move etc and then checking these assumptions out when you engage with them.

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