BEHAVIOUR PATTERNS OF SKILLED NEGOTIATORS

BEHAVIOUR PATTERNS OF SKILLED NEGOTIATORS

Skilled negotiators have markedly different pattern of behaviour than the average negotiators. Based on a research carried out on face-to-face negotiations, it has been found that following behaviours were used by skilled negotiators more frequently:

(1) Behaviours that are avoided

(i) Using irritators
Negotiators tend to use certain words / phrases that do not add any value to the process of persuasion that moves parties closer to agreement. For instance,
 Using the prefix of „generous offer‟ to own proposal
 Using „fair‟ or ‟reasonable‟ for own offers
Although it is rather difficult to avoid saying favourable things about ourselves, these should be treated as „irritators‟ as they tend to offend the other party. Skilled negotiators use these irritators about 2 times per hour compared to 11 times by average negotiators in the face-to-face negotiations.

(ii) Making counter proposals
During negotiations, it happens frequently that the moment one party puts forward a proposal the other party follows it up immediately with a counter proposal. Skilled negotiators make such counter proposals less often – only about 2 times against 3 times per session made by average negotiators. Disadvantage of making counter proposals are:
 Introducing new and additional options leads to complicating and clouding the clarity of negotiations
 Giving counter proposals when the other party is pre-occupied with own proposal, are not received well
 The other party usually perceives counter proposals as a way of blocking or conveying their disagreement

(iii) Avoiding „Defend / Attack Spiral‟
Negotiations often happen for resolving conflicts. When negotiators use emotional or value-loaded behaviour to attack the other party or to defend own proposal, the process goes in to a spiral and the line between defend / attack blurs. One party may perceive it as a legitimate defence while the other may deem it as an unwarranted attack. Skilled negotiators use it about 2 times per hour against the average negotiators‟ 6 times in face-to-face negotiations.
(iv) Avoiding dilution of argument
Laypersons seem to think that more reasons or justifications offered to support an issue, better are the chances of their acceptance by the other party. In reality, opposite is true because more arguments lead to more dilution because the opposite party would use the weakest justification to hit back. Thus the weakest argument dilutes the stronger ones and becomes the common denominator of the process in hand. Skilled negotiators use them less often.

(2) Behaviours that are used frequently
These are:

(i) Giving advance indication of behaviour supporting agreement
Skilled negotiators tend to label their behaviour before setting it out especially if there is no disagreement involved whereas average negotiators tend to be abrupt. For example, prefacing a question by saying, „Can I ask a question ………‟. Labelling behaviour beforehand has some advantages:
 It draws the attention of listeners to the issue stated and would lead to a response from the other party.
 It slows down the negotiations as parties take time to gather their thoughts from the previous statements made before they can respond.
 It adds a certain formality which keeps the negotiations at rational level.
 It reduces ambiguity and leads to clearer communications

(ii) Giving reasons before indicating disagreement
There is a marked difference between skilled negotiators and average negotiators when it comes to expressing disagreement:
An average negotiator would say that „I disagree with that because ………‟ whereas a skilled negotiators is more likely to begin with the reasons and explanations before making the statement of disagreement. This is illustrated below:
Average Negotiators
Statement of Disagreement followed by Reasons and Explanations
Skilled Negotiators
Reasons and Explanations before Statement of Disagreement

(iii) Testing understanding and summarizing
Testing understanding is a behaviour used by negotiators to check and establish whether the previous statement has been understood by the other party. Summarizing is making a compact statement of points discussed previously. Both the behaviours are useful as they sort out misunderstanding and reduce misconceptions. Skilled negotiators tend to use them twice as more frequently than average negotiators because of the following reasons:
 Concern for clarity and prevention of misunderstanding
 A measure of reflection of the other party‟s response
 A concern for stick-ability and implement-ability of agreement

(iv) Seeking more information
Skilled negotiators seek more information than the average negotiators. Their justifications are:
 Need to obtain necessary information to use it for bargaining
 Using the strategy of asking questions as they:
1. Give control over discussions
2. Are more acceptable alternatives to disagreements
3. Keep the other party active, leaving little time to think
4. Give time to negotiators to collect own thoughts

(v) Sharing feelings
Skilled negotiators tend to play their cards very close to their chest and are often able to keep their feelings to themselves. It is almost impossible to measure these feelings in any research. However, an indirect indicator is available as they tend to give „internal information‟ more often that the average negotiators. Giving internal information amounts to sharing with others as to what is transpiring in their mind. Such revelations may or may not be genuine. Giving internal information has also been used instead of disagreeing behaviour.
Psychologists are of the opinion that expressing feelings helps build trust.