Question 9 abcd

Question 9: Which one of the following is the most common mistake made by negotiators in the Signal step?

A  Misinterpreting signals
B  Viewing a signal as a sign of weakness and punishing the other side for giving it
C  Interrupting the other side
D  Only picking up signals that suit them and their line of argument
E  Missing signals

Sorry you got that one wrong!  E  Missing signals is the correct answer. The most common mistake most people make is missing the signals other people give. Someone says: “We need an increase of around about, somewhere in the region of, approximately, something like 5% or so ish” to which the response far too often is “Is that your final offer?” or “5% that’s outrageous!” For some strange reason we as human beings seem to focus on the numbers rather than the language that surrounds them. Tuning into and listening for Signals that might indicate a degree of flexibility is a key task for any negotiator. Here’s a sample list of things people may say and the signals they may really be conveying

What about the other answers?

A  Misinterpreting signals - This is quite common and usually associated with someone who is focused on trying to find “evidence” to try and win the argument!

B  Viewing signals as a sign of weakness and punishing the other side for giving it - This is the second most common mistake, again usually made by people intent on “winning” the argument and proving their point. Signals are good news, they indicate possible flexibility, we should reward not punish them. If someone says “It would be very difficult for us to do that” don’t say “Ah ha gotcha! Very difficult doesn’t mean impossible!” Say ‘I appreciate it may be difficult, what could we do to make it easier?” In other words try and expand upon the signal rather than punishing it.

C  Interrupting the other side – Firstly this is both rude and competitive. Behaviours tend to be catching. If you interrupt me, I’m far more likely to interrupt you thereafter. Secondly, if you interrupt them you may miss important signals and indications of flexibility. LISTEN.

D  Only picking up signals that suit them and their line of argument – Really just another variation of answer A!!

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