{"id":19077,"date":"2019-06-16T19:19:53","date_gmt":"2019-06-16T16:19:53","guid":{"rendered":"https:\/\/www.ibtdi.com\/?p=19077"},"modified":"2019-06-16T04:51:14","modified_gmt":"2019-06-16T01:51:14","slug":"negotiation-mistaks","status":"publish","type":"post","link":"https:\/\/www.ibtdi.com\/en\/negotiation-mistaks\/","title":{"rendered":"6 Mistakes to Avoid When Negotiating"},"content":{"rendered":"

\"Cute<\/p>\n

 <\/p>\n

 <\/p>\n

Many of us make serious mistakes when negotiating with another party over an important, sensitive matter\u2014such as a major deal or an agreement that could increase the profits of the organization we <\/span><\/p>\n

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\u2019 expense, <\/span><\/p>\n

and these assumptions lead us to misjudge ourselves or the other party. But if we make a little effort <\/span><\/p>\n

to understand the other party, we can reach the ideal outcome\u2014one that satisfies everyone.<\/span><\/p>\n

.<\/p>\n

Six Mistakes You Could Make During Negotiations<\/span><\/h2>\n

.<\/p>\n

1-Not making the first offer<\/span><\/h2>\n

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 <\/span><\/p>\n

\u0627\u0644\u0639\u0631\u0636 \u0627\u0644\u0623\u0648\u0644 \u063a\u0627\u0644\u0628\u064b\u0627 \u0645\u0627 \u064a\u0636\u0639 \u0646\u0641\u0633\u0647 \u0641\u064a \u0645\u0648\u0642\u0641 \u0636\u0639\u064a\u0641\u060c \u0648\u0644\u0643\u0646 \u0623\u0628\u062d\u0627\u062b \u0623\u064f\u062c\u0631\u064a\u062a \u0645\u0624\u062e\u0631\u064b\u0627 \u0643\u0634\u0641\u062a \u0623\u0646 \u062a\u0642\u062f\u064a\u0645 \u0627\u0644\u0639\u0631\u0636 \u0627\u0644\u0623\u0648\u0644 \u064a\u0624\u062b\u0631 \u0628\u0634\u0643\u0644 \u0648\u0627\u0636\u062d \u0639\u0644\u0649\u00a0\u0639\u0645\u0644\u064a\u0629 <\/strong><\/span><\/p>\n

Negotiation<\/strong>\u00a0\u0628\u0623\u0643\u0645\u0644\u0647\u0627\u060c \u062e\u0627\u0635\u0629 \u0625\u0630\u0627 \u0643\u0627\u0646 \u0645\u0627 \u064a\u062a\u0645\u00a0Negotiation<\/strong>\u00a0\u0639\u0644\u064a\u0647 \u0644\u0647 \u0642\u064a\u0645\u0629 \u063a\u064a\u0631 \u0645\u0624\u0643\u062f\u0629 \u0623\u0648 \u063a\u0627\u0645\u0636\u0629 \u0625\u0644\u0649 \u062d\u062f\u0645\u0627.<\/span><\/p>\n

Jared Corhan, a management professor at the MIT Sloan School of Management, says making the first offer makes sense if you have plenty of <\/span><\/p>\n

\u0627\u0644\u0645\u0639\u0644\u0648\u0645\u0627\u062a \u0639\u0646 \u0627\u0644\u0633\u0648\u0642. \u0648\u064a\u062a\u0627\u0628\u0639: “\u0648\u0625\u0630\u0627 \u0644\u0645 \u062a\u0643\u0646 \u0645\u064f\u0644\u0645 \u0628\u0643\u0627\u0641\u0629 \u0627\u0644\u0645\u0639\u0644\u0648\u0645\u0627\u062a \u0641\u0645\u0646 \u063a\u064a\u0631 \u0627\u0644\u062d\u0643\u0645\u0629 \u0627\u0644\u0642\u064a\u0627\u0645 \u0628\u0630\u0644\u0643”.<\/span><\/p>\n

\u00a0\u0648\u0625\u0630\u0627 \u0644\u0645 \u062a\u0643\u0646 \u062a\u0631\u064a\u062f \u062a\u0642\u062f\u064a\u0645 \u0627\u0644\u0639\u0631\u0636 \u0627\u0644\u0623\u0648\u0644 \u0641\u0628\u0625\u0645\u0643\u0627\u0646\u0643 \u0627\u0644\u0625\u0634\u0627\u0631\u0629 \u0625\u0644\u0649 \u0628\u0639\u0636 \u0627\u0644\u0645\u0639\u0644\u0648\u0645\u0627\u062a \u0627\u0644\u062a\u064a \u062a\u062d\u0645\u0644 \u0642\u064a\u0645\u0629 \u0645\u0645\u0627\u062b\u0644\u0629\u060c \u0633\u064a\u0639\u0632\u0632 \u0647\u0630\u0627 \u0645\u0646 \u0645\u0648\u0642\u0641\u0643 \u0643\u062b\u064a\u0631\u064b\u0627 \u062e\u0644\u0627\u0644<\/span><\/p>\n

\u00a0\u0639\u0645\u0644\u064a\u0629 \u0627\u0644\u062a\u0641\u0627\u0648\u0636<\/strong>.<\/span><\/p>\n

.<\/p>\n

 <\/p><\/blockquote>\n

<\/h2>\n

2-Focusing too heavily on perfect outcomes<\/span><\/h2>\n

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<\/span><\/p>\n

over. Sometimes we reject good offers that would earn us substantial profits because we cling to the offers we had in mind during\u00a0\u0639\u0645\u0644\u064a\u0629 <\/strong><\/span><\/p>\n

Planning\u00a0<\/strong>negotiation preparation, believing they will deliver ideal results. This can put us in a difficult position and cost us a great deal.<\/span><\/p>\n

.<\/p>\n

3-Accepting the other party\u2019s first offer too quickly<\/span><\/h2>\n

Even if the other party\u2019s offer is close to what you want, don\u2019t accept it right away, as this can reduce their satisfaction with working with you. Research has found that accepting<\/span><\/p>\n

the other party\u2019s offers too quickly affects how they perceive you and diminishes your value.<\/span><\/p>\n

.<\/p>\n

4-Using the same tactics in long-term and short-term negotiations<\/span><\/h2>\n

\u0627\u0644\u0641\u0631\u0642 \u0628\u064a\u0646\u00a0\u0627\u0644\u0645\u0641\u0627\u0648\u0636\u0627\u062a \u0627\u0644\u0637\u0648\u064a\u0644\u0629\u00a0<\/strong>and short-term negotiations differ in that long-term negotiations require the other party to succeed in order for you to succeed.<\/span><\/p>\n

Keep in mind that behavior considered rational in short-term negotiations may be irrational in long-term negotiations, so you shouldn\u2019t use the same approaches <\/span><\/p>\n

\u0646\u0641\u0633\u0647\u0627 \u0641\u064a \u0627\u0644\u0639\u0645\u0644\u064a\u062a\u064a\u0646.\u00a0<\/span><\/p>\n

.<\/p>\n

5-Judging others based on their actions<\/span><\/h2>\n

\u00a0\u0645\u0646 \u0623\u0643\u0628\u0631 \u0627\u0644\u0623\u062e\u0637\u0627\u0621 \u0627\u0644\u062a\u064a \u0642\u062f \u064a\u0642\u0639 \u0641\u064a\u0647\u0627 \u0627\u0644\u0623\u0634\u062e\u0627\u0635 \u0647\u064a \u0627\u0644\u062d\u0643\u0645 \u0639\u0644\u0649 \u0627\u0644\u0622\u062e\u0631\u064a\u0646 \u0628\u0633\u0628\u0628 \u0623\u0641\u0639\u0627\u0644\u0647\u0645\u060c \u0633\u064a\u0624\u062b\u0631 \u0630\u0644\u0643 \u0643\u062b\u064a\u0631\u064b\u0627 \u0639\u0644\u0649 \u0627\u0644\u0645\u0641\u0627\u0648\u0636\u0627\u062a\u060c \u0644\u0623\u0646 \u0627\u0644\u062d\u0643\u0645 \u0639\u0644\u0649 \u0627\u0644\u0622\u062e\u0631\u064a\u0646 <\/span><\/p>\n

prevents you from assessing the situation accurately and affects your relationship with the other party.<\/span><\/p>\n

\u00a0\u0648\u0639\u0648\u0636\u064b\u0627 \u0639\u0646 \u0630\u0644\u0643 \u062d\u0627\u0648\u0644 \u0623\u0646 \u062a\u062d\u0643\u0645 \u0639\u0644\u0649 \u0646\u0641\u0633\u0643 \u0628\u0627\u0644\u0646\u0638\u0631 \u0625\u0644\u0649 \u0627\u0644\u0645\u0648\u0642\u0641 \u0627\u0644\u0630\u064a \u062a\u0645\u0631 \u0628\u0647. \u0641\u0639\u0644\u0649 \u0633\u0628\u064a\u0644 \u0627\u0644\u0645\u062b\u0627\u0644\u060c \u0625\u0630\u0627 \u0643\u0646\u062a \u0642\u062f \u0637\u0644\u0628\u062a \u0645\u0646 \u0645\u062f\u064a\u0631\u0643 \u0639\u0644\u0627\u0648\u0629 \u0623\u0648 \u0632\u064a\u0627\u062f\u0629 \u0641\u064a <\/span><\/p>\n

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 <\/span><\/p>\n

to understand why they refused, you may be able to get the raise later on.<\/span><\/p>\n

.<\/p>\n

6-Assuming you know what matters most to the other party<\/span><\/h2>\n

A common mistake you might make during\u00a0Negotiation<\/strong>\u00a0\u0648\u0647\u0648 \u0627\u0639\u062a\u0642\u0627\u062f\u0643 \u0628\u0623\u0646 \u0634\u0631\u064a\u0643\u0643 \u0644\u0627 \u064a\u0631\u064a\u062f \u0645\u0627 \u062a\u0631\u064a\u062f\u0647\u060c \u0623\u0648 \u0623\u0646 \u0641\u0648\u0632\u0643 \u0644\u0627 \u064a\u0645\u0643\u0646 \u0623\u0646 \u064a\u0623\u062a\u064a \u0625\u0644\u0627 \u0639\u0644\u0649 \u062d\u0633\u0627\u0628\u0647\u0645\u060c \u0627\u0641\u062a\u0631\u0627\u0636\u0627\u062a \u0645\u062b\u0644 <\/span><\/p>\n

\u062a\u0644\u0643 \u0642\u062f \u062a\u0624\u062b\u0631 \u0639\u0644\u0649 \u0645\u0648\u0642\u0641\u0643\u060c \u0648\u0642\u062f \u062a\u0624\u062f\u064a \u0625\u0644\u0649 \u062a\u063a\u064a\u064a\u0631 \u0627\u0644\u0637\u0631\u064a\u0642\u0629 \u0627\u0644\u062a\u064a \u064a\u062a\u0639\u0627\u0645\u0644 \u0628\u0647\u0627 \u0646\u0638\u064a\u0631\u0643 \u0645\u0639 \u0627\u0644\u0645\u0641\u0627\u0648\u0636\u0627\u062a.\u00a0<\/span><\/p>\n

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 <\/span><\/p>\n

attract them to the role. Remember, you can only determine what the other person wants through clear, confident communication.<\/span><\/p>","protected":false},"excerpt":{"rendered":"

    \u064a\u0642\u0639 \u0627\u0644\u0643\u062b\u064a\u0631 \u0645\u0646\u0651\u0627 \u0641\u064a \u0623\u062e\u0637\u0627\u0621 \u0643\u0628\u064a\u0631\u0629 \u0639\u0646\u062f\u0645\u0627 \u064a\u062a\u0641\u0627\u0648\u0636 \u0645\u0639 \u0637\u0631\u0641 \u0623\u062e\u0631 \u0639\u0644\u0649 \u0645\u0633\u0623\u0644\u0629 \u0645\u0647\u0645\u0629 \u0648\u062d\u0633\u0627\u0633\u0629 \u0643\u0635\u0641\u0642\u0629 \u0643\u0628\u064a\u0631\u0629 \u0648\u0627\u062a\u0641\u0627\u0642\u064a\u0629 \u0645\u0646 \u0634\u0623\u0646\u0647\u0627 \u0632\u064a\u0627\u062f\u0629 \u0623\u0631\u0628\u0627\u062d \u0627\u0644\u0645\u0624\u0633\u0633\u0629 \u0627\u0644\u062a\u064a [\u2026]<\/span><\/p>\n","protected":false},"author":3,"featured_media":19078,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_ibtdi_aa_focus_keyword":"","_ibtdi_aa_secondary_keywords":"","_ibtdi_aa_audience":"","_ibtdi_aa_tone":"","_ibtdi_aa_summary":"","_ibtdi_aa_reviewer_name":"","_ibtdi_aa_reviewer_bio":"","_ibtdi_aa_reviewer_url":"","_ibtdi_aa_reviewed_date":"","_ibtdi_aa_service_id":"","_ibtdi_aa_related_ids":"","_ibtdi_aa_human_reviewed":"","_ibtdi_aa_disable":"","_ibtdi_aa_disable_links":"","_ibtdi_aa_sources":"","_ibtdi_aa_update_notes":"","footnotes":""},"categories":[491],"tags":[19130,3242,2528,2185,3217,19129,4855],"class_list":["post-19077","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-491","tag-6--------","tag-3242","tag-2528","tag-2185","tag-3217","tag-19129","tag-4855"],"_links":{"self":[{"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/posts\/19077","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/users\/3"}],"replies":[{"embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/comments?post=19077"}],"version-history":[{"count":0,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/posts\/19077\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/media\/19078"}],"wp:attachment":[{"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/media?parent=19077"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/categories?post=19077"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.ibtdi.com\/en\/wp-json\/wp\/v2\/tags?post=19077"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}