20 errors

in a dealmaker unprepared

N E G O C I A T I O N

NEGOTIATIONMajor errors in a dealmaker unprepared.

Sometimes it's time to take

a break and check as have

been our negotiations.

Which the results obtained,

where are the hits and

errors.

So, be honest with yourself, review its investees, reflect

on their results, draw your own conclusions and, if

appropriate, study ways to overcome their mistakes.

Only in this way, acknowledging our own shortcomings

and failures, we have a fresh start and success. To

facilitate its consideration, follows the 20 errors of a

negotiator unprepared, committed by many negotiators,

which makes the success.

1. Lack of practice

Do not prepare and carry out negotiations,

particularly simulation, those most face where

there is almost no time for improvisations.

2. Ignore the others

Negotiate, as if I were dialoguing with the mirror

itself, I mean, difficulty seeing the situation

through the eyes of another negotiator.

3. Lack of confidence

Believe that if you're always in

the worst situation, whether in

terms of power, time and

information.

Not seek to test these

assumptions in order to make

sure that there is congruence

between our assumptions and

reality.

4. Lack of sense

Lack of awareness of

possible, expressed by

establishment of

stratospheric goals, or far

short of effectively

reachable and types of

risks assumed.

5. Unpreparedness

Does not have procedures for dealing with

tension and stress, elements always present in

any negotiations, especially those of larger figure.

6. Make use of dirty tactics

Let up by dirty tactics-those applied with the

intention of injuring the other negotiator,

psychological or even physically, or deceive him.

7. Sell at any cost

Plan and conduct a

negotiation without

seeking to identify

minimum objectives

(required) the other

negotiator.

Negotiation is of type I

won and the other lost.

8. Conflict between the parties The skilled negotiator has at least two characteristics:

doesn't make deals that come to repent; and uses, in

the best way possible, the resources available,

whether they are related to power, time, or information.

Does not identify what are

the expectations and the

common interests and

complementary opposites,

which ends up creating

polarization and conflicts

between the parties.

9. Contempt of another

Not check what the

possible fears of another

negotiator. There's always

a series of underlying fears

largely negotiations, such

as having the ego

diminished or impaired

status. Always leave an

honorable way out for the

other.

10.Not identify the intentions

of the other Positions in a trading desk are

arising from mental attitudes andvalues.

We must therefore identify if weare facing a situation ofcollaboration, in that the underlyingpremise is that good business isgood for both parties, i.e. thewin/win, or whether we are dealingwith someone who wants to takeadvantage of everything, i.e. theWINS/loses.

11.Don't pay attention to the

style and interests of other

As a result, present

argument without having

any persuasive force, far

from understanding, of

logic, of emotion, of the

solutions and benefits for

another negotiator.

People are more interested,

above all, in solutions and

benefits.

12.Know see and hear

Ignore verbal and nonverbal signals, or sue theminappropriately, constitutes a grave error. In allnegotiations, are thrown many cues that can only beinterpretedproperly by whoever is

attentive to figure the

other negotiator, it is,

watching and listening

effectively.

The proactive

negotiator sees before.

13.Do not take into account the

time of acceptance of the

other All of us, faced with different

ideas, we have a time to

process them and accept

them.

Understanding that time

differentiates the good from

the bad negotiator. We must

be patient, know wait or do

time and again.

14.Neglecting the negotiation

climate

The climate of a negotiation

can be defensive or support,

and can mean the difference

between a good outcome for

both parties or an impasse.

It helps a lot if you put first

the facts, after the reviews.

15.Don't prepare for deadlocks Formulate maximum desirable objectives inadequately

and minimum required before entering a negotiation can

become unmanageable. This occurs

because, in the formulation of goals,

does not take into account the best

alternative available if impasse. As a

result, we can give more than we

should or we're intransigent, then

verify that lost opportunities. Treat

the impasse with care and provides

strategic withdrawals.

16.To misuse of grant

Forget that who gives bad grants twice. The art of

concession is to discover and appreciate what is

important for the other negotiator and unimportant to

you, and identify the correct sequence.

Always take into

consideration that

what is important to

you may not have

the slightest

importance for

another negotiator.

17.Lack of repertoire

Repeat, constantly, the same tactics, by lack of

repertoire. It is always advisable to make sure that

perceived tactics in time can be neutralized and

reverted and often irritate the other negotiator.

Repeat, constantly, the

same tactics, by lack of

repertoire. It is always

advisable to make sure

that perceived tactics in

time can be neutralized

and reverted and often

irritate the other negotiator.

18.Rush

Make the presentation of the proposal, without

having traversed an adequate stage of

exploration or survey. The good negotiator

question twice and understand before you do

understand.

19.Inattention

Forget that the negotiation ends only when the

agreement has been fulfilled and not when the

agreement was signed. Have ways to evaluate

and control what was agreed.

20.Think you know everything

Not seek to learn something from every

negotiation carried out is another grave mistake.

The practice is only fit to be a teacher who knows

how to learn from her. Those who can't make the

same mistakes and increasingly.

A good negotiator He who wishes to be a good

negotiator, and succeed in his

advances, sales must possess

specific characteristics, in which will

be based around the time of

negotiation. Have good interpersonal

skills and good communication is

crucial in any kind of negotiation.

Etiquette, posture, attitude, creativity,

planning, assertiveness and

persuasion increase the potential of a

good negotiator, in addition to taking

him to success.

20 errors in a dealmaker unprepared

Prof. Wandick Rocha

wandickrocha@yahoo.com.br

http://contabilidademais.blogspot.com.br/

http://pt.slideshare.net/wandickrochadeaquino