Behavior PATTERNS OF SKILLED NEGOTIATORS

Behavior PATTERNS OF SKILLED NEGOTIATORS

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

(1) Behaviors that are avoided

These are:
(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 an 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 favorable 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 counterproposals less often – only about 2 times against 3 times per session made by average negotiators. A 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 behavior to attack the other party or to defend own proposal, the process goes into a spiral and the line between defend / attack blurs. One party may perceive it as a legitimate defense 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, the 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.