There are many beliefs about negotiation that are far from the truth.

The most popular negotiation myths:

• Never be the first to list your offer

This is not a universal advice to apply always and everywhere. Indeed, if you know the market perfectly, you are aware of what the competition offers, you have a proven and good quality product, you can open negotiations by giving your offer (anchoring). However, if you propose an innovative solution. You are not fully aware of what the market offers and you are not sure whether your offer is really needed by a potential recipient, then refrain from going out first. Wait and see what the other side suggests.

• Concessions are a sign of weakness

This is not true. Of course, we would like all our expectations to be met and for the other side to make concessions. However, in market realities, when there is some discrepancy between the negotiating parties, all participants in the negotiation process must give in at least a little. Hardening your position and not understanding the arguments of the other side is a straight path to deadlock.

• The negotiator should have the face of a poker player

In the past, it was indeed expected that the negotiator would not show any feelings and would put on the so-called poker face. This attitude is now being abandoned. Negotiations are communication, they are conversation, and the participants in negotiations are people, that is, beings guided by emotions. There is nothing wrong with revealing our emotions if we do it in a controlled way. It is even better if our emotions (anger, disappointment, fatigue, impatience) are visible, because they are part of a well-thought-out negotiation tactic.

• Support your position with lots of arguments

There is no need to give your opponents a whole list of arguments to support your position. There is no need to use arguments, data or information. They should be used when it is really needed to explain something or to convince our opponents of something.

• Dividing the difference is a good way to reconcile differences

This is a misconception, resulting from „simple” mathematics, according to which if the selling party wants PLN 10 for his product, and the buyer offered PLN 8, it will be „fair” when they meet at the level of PLN 9. This dollar will mean something different for the seller and for the buyer.  While for a representative of a large retail chain an additional zloty in the purchase price will translate into a higher margin, it may mean a profitability threshold for the manufacturer / distributor.  Of course, the opposite situation can also take place, i.e. 1 PLN may mean obtaining the lowest margin on the part of the seller, and 1 PLN for the distributor can be read „savings” and increasing the profitability of sales.

• Women negotiate worse

Anabsolutely erroneous belief belonging to a group of lies repeated often enough to become the truth. There are no studies confirming that women do worse in negotiations than men. Women negotiate a bit differently (and this is a big generalization), they are more empathetic and cope better than men in the first stage of negotiations, when you need to get to know the other side and create a good atmosphere for further conversations. Anyone can become a good negotiator, because a negotiator is not born, but becomes one.

Source: https://poradniknegocjatora.pl/mity-negocjacyjne/

Projekt otrzymał dofinansowanie z Norwegii poprzez Fundusze Norweskie 2014-2021, w ramach programu „Dialog społeczny – godna praca”.