It\u2019s not uncommon to negotiate with a buyer who tries to gain the upper hand. Sometimes that revolves around ego trips (real or feigned). Ego is never recommended because it distracts you from your goal. It\u2019s like in judo. The more your opponent exposes that weakness, the easier it will be for you to use it as leverage. But you also need to watch out for your own ego. Here are four pitfalls to avoid.<\/p>\n\n\n\n
Back-and-forth aggressiveness<\/strong> Responding aggressively never gets you anywhere. Instead, ask yourself why your client is so intent on trying to frighten you. Because they\u2019re trying to negotiate and they think that\u2019s a technique. And if they\u2019re trying to negotiate, albeit heavy-handedly, that means that they\u2019re actually interested, which is a good sign!<\/p>\n\n\n\n Overconfidence: <\/strong>Thinking you\u2019re better than the other negotiator is often a very bad move. Underestimating one\u2019s enemy has historically been one of the main causes of military defeats. You should actually always be wary of negotiators who seem harmless. Some are skilled at playing dumb to negotiate better terms.<\/p>\n\n\n\n Hard-headedness: <\/strong>Don\u2019t try to always be right. <\/strong>The goal for the sales rep is to sign the deal under amicable conditions. If you\u2019re intent on always being right, you end up squandering energy on things of secondary importance and even run the risk of making the other person lose face.<\/p>\n\n\n\n Noise pollution: <\/strong>Always make the distinction between style and substance. Pay attention to the substance of what your client is saying and ignore the style, which may be \u201cpolluted\u201d by nerves, manipulation, annoyance, etc. The style shouldn\u2019t impact results (in theory, at least, if you stay calm).<\/p>\n\n\n\n \u201cA good negotiator picks up on others\u2019 emotions while channeling their own,\u201d <\/em>Aur\u00e9lien Colson, professor at ESSEC Business School<\/p>\n\n\n\n Don\u2019t try to be perfect:<\/strong> Perfect people end up being boring, or worse, during a negotiation they can make clients want to pick a fight and\/or afraid of getting ripped off. So don\u2019t be a know-it-all. Approach the situation with modesty and an attentive ear. And if you\u2019re up against a teacher\u2019s pet, encourage them\u2014they\u2019ll be more inclined to lower their guard.<\/p>\n\n\n\nThree ways to avoid ego-related pitfalls<\/h2>\n\n\n\n