John Wade, and the brilliant team at Bond University’s Dispute Resolution Centre, have a wonderful collection of “Q-Cards” which are great little golden nuggets of information to help all dispute and conflict specialists. The Q Card series are all the business card size so very convenient and easy to take with you. Learn more about the Dispute Resolution Centre at Bond University [here].
Today’s card, #2, is titled “Common Mistakes of Negotiators”
Before I begin, this card is a great grounder or humbling opportunity to remind yourself; although you might be a mediator extraordinaire (like Geoff Sharpe!) we are not perfect. By pointing out common mistakes mediators and negotiators make, it can help us recognize these and hopefully then diminish the chances of them arising in your next mediation or negotiation.
Inadequate preparation of facts, evidence, interests, doubts and rules (‘data chaos’)
Being unclear about their own interests and BATNA
Acting upon assumptions
Failing to listen effectively
Using questions poorly
Making offers too quickly, impatiently getting to “the bottom of the solution”
Fixing upon and defending a single solution
Making ambit claims
Failing to list and evaluate alternatives
Failing to be aware of process as well as substances
Failing to disclose helpful information to the other party, especially one’s own concerns
Bringing the wrong people to the negotiation
These are only 11 of 20 tips on the card. For more information on this card, or the series of Q Cards, contact the Centre at firstname.lastname@example.org
Note: pictured above, from left to right- John Wade, Jeff Thompson and Kiwi Mediation Extraordinaire Geoff Sharpe.
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