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. 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 m...