Negotiation is often associated with reaching an agreement on price, but in reality, it is a much more complex and sensitive process. A well-conducted dialogue can become the foundation of long-term cooperation, while an unplanned or emotional reaction can hinder not only a specific agreement but also future communication.

Below we will review the main mistakes that most often ruin negotiations and the ways to avoid them.

Perceiving negotiation as competition

One of the most common mistakes is when negotiation is seen as a battle in which one side must inevitably be the winner. In such an approach, the main essence is lost – mutual benefit and understanding. The goal of negotiation is not to convince the other, but to find common ground.

Excessive focus only on one’s own arguments

Often in the negotiation process, one side takes a dominant position, trying to present as many arguments as possible, while paying little attention to listening. This is when important information may slip away – information that truly matters to the other party and could become the foundation of the agreement.

Uncontrolled involvement of emotions

Negotiation is communication between people, and naturally, emotions arise in the process. However, when they are not managed, the conversation can shift toward personal judgments, irritation, or defensive reactions. As a result, the discussion deviates from the main subject, loses substance, and communication becomes complicated.

Overemphasis on price

In many cases, negotiations focus solely on price – whether it can be lowered or concessions gained. However, there are other important factors: delivery times, quality, service conditions, and long-term cooperation. Over-focusing on price limits possible agreements and makes compromise harder to reach.

Rejecting an offer vs. conceding too much

There are situations where a party, from the outset, does not intend to deviate from its pre-determined position. Or conversely – makes more concessions during the process than are actually necessary. Both approaches create an imbalanced result, which gives neither side a sense of stability.

How to avoid these mistakes?

• Before starting negotiations, it is important to define the goal and understand the boundaries of what can be conceded.
• During the process, attention should be equally distributed between speaking and listening.
• Emotional intelligence is crucial – refraining from personal judgments and emotional reactions.
• Beyond price, there are always other values.Discussing them opens a space where both sides feel they have won.

A good negotiation begins not with a demand, but with a question. How well do we know the expectations of the other side? How ready are we to listen? And how clearly do we understand the true limits of our own interests?