10 CHALLENGES IN NEGOTIATION

 Below are some of the negotiation challenges.

1. Time pressure

At times there are unexpected time pressure and attempts to push one straight to one’s fall-back position by another party. For instance, the other party early in the negotiations may say “let’s skip the haggling, just give your best price”. This kind of pressure is challenging to negotiation.

10 CHALLENGES IN NEGOTIATION

2. Influence of another decision maker

In negotiations, there is lack of openness and honesty from either parties or from one party. When in negotiations, one may discover that one is not talking to a decision maker, for instance, the other party leaves the room and returns five minutes later saying that “my boss would never agree to that”.

3. Delay tactics

Some negotiators tend to delay the negotiation in order to make one become more nervous or make one feel under pressure so that one agrees to what they want in order to keep the discussion short. This tactic is used frequently by senior people on more junior people.

4. Last minute wavering

This occurs when one thinks that negotiations are and have reached an agreement and the other party begins wavering over some seemingly trivial points (less important issues). The other party can waver several times, squeezing several additional concessions from someone each time.

5. An early concession

Some negotiators begin with an early concession and they wait for the other parties to reciprocate and in the spirit of relationship-building, one probably does so.

6. Aggressive behavior

Bullying, attempts to make one feel guilty, attempts to make one feel inferior, bribery, belittling remarks and dismissive words are all forms of inappropriate influence. They are designed to help someone win at the other party’s expense.

7. Price-only negotiation

Negotiators who pay attention exclusively to price turn potentially cooperative deals into adversarial ones. Less experienced negotiators often undervalue the importance of developing working relationships with the other parties putting the relationship at risk through tough tactics.

8. Letting positions override interests

Some negotiators have a built-in bias towards focusing on their own positions instead of interests. This hard-wired assumption that their interests are incompatible implies a zero-sum pie in which “my gain is your loss” is the goal.

9. Neglecting the other side’s problem

At times, there is failure to understand and address the other party’s problem as a means of one solving one’s own problem. One cannot negotiate effectively unless one understands one’s own interests and the other side’s interests.

Below are some of the strategies for handling negotiation challenges.

1. If the work load is increasing, one can look for tasks to eliminate, review the work he or she would hand him or herself, review the way to combine similar jobs or consider the use of temporary or part time help.

7 WAYS OF OVERCOMING NEGOTIATION CHALLENGES


2. If the work load is declining, one can work on improving efficiency, do house keeping that has been postponed or start projects that could generate new work.

3. If there are problems of turnover, help employees identify with their group, try to develop stable work groups or review status implications in jobs.

4. If there is a group of employees who are controlling production, remove misunderstandings if there are any, find out if it is to the group’s advantage to slow down or find out and deal with the real problem.

5. If employees are dissatisfied with their pay, review bench mark jobs, i.e compare with similar jobs in other enterprises, compare with comparable jobs in the area, adjust assignments or communicate on the broad pay issue.

6. If workers are spending much time on one job, review management objectives and standards for this job, clarify the degree of perfection needed and why, ask the group for ideas on cost reduction, set specific targets and follow up on them.

7. If one goes over the budget, one should identify sources of increased cost or expense, ask for suggestions on cost reduction.

STRATEGIES/KEYS TO SUCCESSFUL NEGOTIATIONS

1. Negotiation outcomes should be a win-win for both parties. Both parties should feel satisfied with the results.

2. One should not become emotional.

3. One should focus on solving problems.

4. Using the negotiation style of the other party to achieve positive outcomes.

5. One should be flexible in one’s mind.

6. Compromise. One should not expect all his or her demands to be met.

7. Asking good questions and being a good listener. You cannot learn anything when talking.

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