Many of us make serious mistakes when negotiating with another party over an important, sensitive matter—such as a major deal or an agreement that could increase the profits of the organization we

work for. This is due to several reasons, the most important being that many of us believe we know what matters to the other party before we sit down to negotiate. Some people think that getting what we want can come at others’ expense,

and these assumptions lead us to misjudge ourselves or the other party. But if we make a little effort

to understand the other party, we can reach the ideal outcome—one that satisfies everyone.

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Six Mistakes You Could Make During Negotiations

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1-Not making the first offer

This is the major dilemma facing most negotiators: should you take the initiative and make the first offer? It is commonly believed that the person who makes

العرض الأول غالبًا ما يضع نفسه في موقف ضعيف، ولكن أبحاث أُجريت مؤخرًا كشفت أن تقديم العرض الأول يؤثر بشكل واضح على عملية

Negotiation بأكملها، خاصة إذا كان ما يتم Negotiation عليه له قيمة غير مؤكدة أو غامضة إلى حدما.

Jared Corhan, a management professor at the MIT Sloan School of Management, says making the first offer makes sense if you have plenty of

المعلومات عن السوق. ويتابع: “وإذا لم تكن مُلم بكافة المعلومات فمن غير الحكمة القيام بذلك”.

 وإذا لم تكن تريد تقديم العرض الأول فبإمكانك الإشارة إلى بعض المعلومات التي تحمل قيمة مماثلة، سيعزز هذا من موقفك كثيرًا خلال

 عملية التفاوض.

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2-Focusing too heavily on perfect outcomes

Negotiations should be carefully prepared and planned before you sit down with the other party. People often identify the best alternative to the offer they plan to negotiate

over. Sometimes we reject good offers that would earn us substantial profits because we cling to the offers we had in mind during عملية

Planning negotiation preparation, believing they will deliver ideal results. This can put us in a difficult position and cost us a great deal.

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3-Accepting the other party’s first offer too quickly

Even if the other party’s offer is close to what you want, don’t accept it right away, as this can reduce their satisfaction with working with you. Research has found that accepting

the other party’s offers too quickly affects how they perceive you and diminishes your value.

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4-Using the same tactics in long-term and short-term negotiations

الفرق بين المفاوضات الطويلة and short-term negotiations differ in that long-term negotiations require the other party to succeed in order for you to succeed.

Keep in mind that behavior considered rational in short-term negotiations may be irrational in long-term negotiations, so you shouldn’t use the same approaches

نفسها في العمليتين. 

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5-Judging others based on their actions

 من أكبر الأخطاء التي قد يقع فيها الأشخاص هي الحكم على الآخرين بسبب أفعالهم، سيؤثر ذلك كثيرًا على المفاوضات، لأن الحكم على الآخرين

prevents you from assessing the situation accurately and affects your relationship with the other party.

 وعوضًا عن ذلك حاول أن تحكم على نفسك بالنظر إلى الموقف الذي تمر به. فعلى سبيل المثال، إذا كنت قد طلبت من مديرك علاوة أو زيادة في

and they turned you down despite your having valid reasons for requesting it, you might see them as a very bad person. But if you try

to understand why they refused, you may be able to get the raise later on.

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6-Assuming you know what matters most to the other party

A common mistake you might make during Negotiation وهو اعتقادك بأن شريكك لا يريد ما تريده، أو أن فوزك لا يمكن أن يأتي إلا على حسابهم، افتراضات مثل

تلك قد تؤثر على موقفك، وقد تؤدي إلى تغيير الطريقة التي يتعامل بها نظيرك مع المفاوضات. 

For example, in a job interview, you might assume the other person is looking for a higher salary, while they may care more about the other factors that

attract them to the role. Remember, you can only determine what the other person wants through clear, confident communication.