- Inadequate Preparation – Preparation provides a good picture of your options and allows you to be flexible at the crunch time.
- Ignoring the Give/Get Principle – Each party needs to conclude the negotiations feeling something has been gained.
- Use of Intimidating Behavior – Research shows the tougher the tactics the tougher the resistance. Persuasiveness not dominance makes for more effective outcome.
- Impatience – Give ideas and proposals time to work. Don’t rush things. Patience pays.
- Loss of Temper – Strong negative emotions are a deterrent to developing a cooperative environment for creating solutions.
- Talking too Much and Listening Too Little – If you learn to listen you will gain knowledge. If you incline your ear you will become wise.
- Arguing Instead of Influencing – Your position can best be explained by education, not stubbornness.
- Ignoring Conflict – Conflict is the substance of negotiation. Learn to accept and resolve it – not avoid it.
The Real Estate Transaction is a Negotiation