I should have said THIS, not THAT!

I Should Have Said THIS, Not THAT!…the OOPS Factor!

By Don Hutson & George Lucas, Co-Authors of the One Minute Negotiator

Why did I shoot myself in the foot with that comment?  What was I thinking?  We have all had this post mortem reaction after a negotiation.  Sometimes, it is actually the other side that is laughing at us for a mistake and we do not even know it.   Negotiaphobia: a rampant “disease” many people have but have not been diagnosed or begun treatment.  Among other symptoms, it is associated with what we call negotiation “oops.”  Oops are tactics that people use where they think they are doing the right thing when, in reality, are making the wrong move.  These oops impact the outcomes we achieve and often turn what could have been collaborative relationships into competitive battles.

Let us briefly into several of these oops, and then listen to the Hutson/Lucas podcast for additional insights*.  We will also take a look at how minor changes in verbiage can turn a weak strategy into a strong one.

*Click here to listen to the 90 second podcast: The One Minute Negotiator Tip on the OOPS! Factor

Restating positions from the other side. “Ten percent increase!  Are you out of your mind?  In this economy no one is giving a ten percent increase.”  In this instance the buyer has responded to the salesperson’s position by restating it three times.  The salesperson only said it once.  The buyer is trying to show that they are listening, but in reality they just stepped in a wad of chewing gun and now can’t get it off the bottom of their shoe.

It is smart to restate needs “So, you need to get your new production line specs this quarter” but positions should never be restated.  The proper response would be to say, “So I hear you are asking for a way to improve your profitability from our relationship.  What is driving that need today?”  This opens the discussion without reinforcing a number the buyer does not want to validate.

Unintentionally placing blame on the other side. “You did not understand me when I ran thru the basis of these numbers.”  We see this move all the time.  The person who states it is trying to indicate a lack of clear communication, but they are making an oops by unintentionally placing blame.  Communication is a two-way street.  Even master communicators from time to time are not clear, or did not say what they meant to.  A slight change is all that is needed here.  “Perhaps I did not make myself clear on this point.” 

Indicating something is non-negotiable when it is negotiable. “We can’t possibly get you delivery in that quantity by October 1^st.”  This is a clear statement of a non-negotiable; often called a deal breaker.  Here is a better response.  “That is a very aggressive target date.  It would only be possible if we get purchase confirmation today and a dedicated person from your side to work with us on the customization.  If you can make that commitment we can move forward.”  Note how the buyer’s aggressive deadline pretty much gave the salesperson a blank check for other aspects of the deal.

Conclusion

In this short article we have pointed out three common ways negotiators think they are making the right move and are in fact making the wrong one.  The modifications we suggested are pretty simple.  Try them out and you will experience the rewards from conquering your negotiaphobia.

For more information about Negotiation Coaching, speaking, consulting or programs, email: info@oneminutenegotiator.com or call 901-767-0000

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