05.11.2018 - Mental Errors

This article is very interesting because it deals with 5 mental errors a negotiator can commit and that are main issues during a negotiation process. Thus, this article also offers some solutions in order to avoid that kind of errors. 

The first mental error any negotiator, either beginner or experienced, can make during a difficult and competitive negotiation is « escalation ». She/he makes irrational decisions triggered by its ego or its competitiveness considering the fact that she/he is negotiating with other people’s money. The solution to avoid this behavior is to set limits. For instance, the negotiator can set a limit on the money she/he is willing to spend and then inform its colleagues so she/he will have to respect that collective decision. This will help the negotiator to stay objective in any case. 

The second mental error a negotiator can do is to have « partisan perceptions ». This idea means that sometimes, a negotiator thinks that the other party has the same point of view than hers/his, and so she/he will think that the negotiation process is easy whereas it is not. The solution to avoid this error is to be more inclined to put yourself in the other party’s shoes so you can analyze the question from its point of view. The negotiator can also ask a third party to give its neutral opinion. 

The third mental error a negotiator can do is to have « irrational perceptions » about the negotiation process. Indeed, the negotiator can have some expectations about what could happen and she/he may be too optimistic so, she/he is not ready about the fact that things can go differently. If her/his expectations are too important, the negotiation process will start without a common bargaining zone, both parties won’t agree on anything and the negotiation won’t go far. The solution could be solved easily if both parties are inclined to listen to each other and its point of view. This way, the negotiator can estimate the viability of her/his requests. 

Another mental error a negotiator can make is to be overconfident. Indeed, in the case of a negotiation process, overconfidence is poorly regarded and it can create bad consequences. Moreover, when a negotiator overestimates its strength she/he generally underestimates the other party’s one, and so she/he can make bad decisions. This way of acting is sometimes encouraged by the « groupthink » phenomenon, a group in which people only accept things, evidence or data that meet their way of thinking and the idea they have. The solution to avoid that error is to be more objective and critical. 

Finally, the last mental error a negotiator can make is to have « unchecked emotions ». If a negotiator does not control its emotions, the negotiation process takes place in very bad conditions. The solution to be sure that the negotiation process will take place in a calm surrounding is to take cool-off times during the process or to be helped by a negotiator. 

So this article was very educative since it showed me that actually, any problem can be solved if you keep quiet, judicious and rational. I have to admit that sometimes, during role-plays in class, I let my emotions speak, but in the other way. I mean that sometimes, it is very hard for me to negotiate since I know the person in front of me and I don’t want to be seen as a tough person. Thanks to this article, I will change the way I negotiate: I won’t be too kind, and if the situation goes too far I’ll use the « cool-off » solution. Generally, I will try to keep in mind all of these mental errors and try to steer clear of them.