The document outlines 20 common errors made by unprepared negotiators. These include a lack of practice and preparation, failing to see negotiations from the other party's perspective, overconfidence and lack of confidence, setting unrealistic goals, using dirty tactics, prioritizing "winning" over mutually beneficial outcomes, neglecting nonverbal cues, making concessions too quickly, and failing to learn from past negotiations. The document stresses the importance of preparation, understanding interests and perspectives, effective communication, creativity, and flexibility for successful negotiations.

1. 20 errors
in a dealmaker unprepared
N E G O C I A T I O N

2. NEGOTIATION
Major errors in a dealmaker unprepared.

3. Sometimes it's time to take
a break and check as have
been our negotiations.
Which the results obtained,
where are the hits and
errors.
So, be honest with yourself, review its investees, reflect
on their results, draw your own conclusions and, if
appropriate, study ways to overcome their mistakes.
Only in this way, acknowledging our own shortcomings
and failures, we have a fresh start and success. To
facilitate its consideration, follows the 20 errors of a
negotiator unprepared, committed by many negotiators,
which makes the success.

4. 1. Lack of practice
 Do not prepare and carry out negotiations,
particularly simulation, those most face where
there is almost no time for improvisations.

5. 2. Ignore the others
 Negotiate, as if I were dialoguing with the mirror
itself, I mean, difficulty seeing the situation
through the eyes of another negotiator.

6. 3. Lack of confidence
 Believe that if you're always in
the worst situation, whether in
terms of power, time and
information.
 Not seek to test these
assumptions in order to make
sure that there is congruence
between our assumptions and
reality.

7. 4. Lack of sense
 Lack of awareness of
possible, expressed by
establishment of
stratospheric goals, or far
short of effectively
reachable and types of
risks assumed.

8. 5. Unpreparedness
 Does not have procedures for dealing with
tension and stress, elements always present in
any negotiations, especially those of larger figure.

9. 6. Make use of dirty tactics
 Let up by dirty tactics-those applied with the
intention of injuring the other negotiator,
psychological or even physically, or deceive him.

10. 7. Sell at any cost
 Plan and conduct a
negotiation without
seeking to identify
minimum objectives
(required) the other
negotiator.
 Negotiation is of type I
won and the other lost.

11. 8. Conflict between the parties
 The skilled negotiator has at least two characteristics:
doesn't make deals that come to repent; and uses, in
the best way possible, the resources available,
whether they are related to power, time, or information.
Does not identify what are
the expectations and the
common interests and
complementary opposites,
which ends up creating
polarization and conflicts
between the parties.

12. 9. Contempt of another
 Not check what the
possible fears of another
negotiator. There's always
a series of underlying fears
largely negotiations, such
as having the ego
diminished or impaired
status. Always leave an
honorable way out for the
other.

13. 10.Not identify the intentions
of the other
 Positions in a trading desk are
arising from mental attitudes and
values.
 We must therefore identify if we
are facing a situation of
collaboration, in that the underlying
premise is that good business is
good for both parties, i.e. the
win/win, or whether we are dealing
with someone who wants to take
advantage of everything, i.e. the
WINS/loses.

14. 11.Don't pay attention to the
style and interests of other
 As a result, present
argument without having
any persuasive force, far
from understanding, of
logic, of emotion, of the
solutions and benefits for
another negotiator.
 People are more interested,
above all, in solutions and
benefits.

15. 12.Know see and hear
 Ignore verbal and nonverbal signals, or sue them
inappropriately, constitutes a grave error. In all
negotiations, are thrown many cues that can only be
interpreted
properly by whoever is
attentive to figure the
other negotiator, it is,
watching and listening
effectively.
The proactive
negotiator sees before.

16. 13.Do not take into account the
time of acceptance of the
other
 All of us, faced with different
ideas, we have a time to
process them and accept
them.
 Understanding that time
differentiates the good from
the bad negotiator. We must
be patient, know wait or do
time and again.

17. 14.Neglecting the negotiation
climate
 The climate of a negotiation
can be defensive or support,
and can mean the difference
between a good outcome for
both parties or an impasse.
It helps a lot if you put first
the facts, after the reviews.

18. 15.Don't prepare for deadlocks
 Formulate maximum desirable objectives inadequately
and minimum required before entering a negotiation can
become unmanageable. This occurs
because, in the formulation of goals,
does not take into account the best
alternative available if impasse. As a
result, we can give more than we
should or we're intransigent, then
verify that lost opportunities. Treat
the impasse with care and provides
strategic withdrawals.

19. 16.To misuse of grant
 Forget that who gives bad grants twice. The art of
concession is to discover and appreciate what is
important for the other negotiator and unimportant to
you, and identify the correct sequence.
Always take into
consideration that
what is important to
you may not have
the slightest
importance for
another negotiator.

20. 17.Lack of repertoire
 Repeat, constantly, the same tactics, by lack of
repertoire. It is always advisable to make sure that
perceived tactics in time can be neutralized and
reverted and often irritate the other negotiator.
Repeat, constantly, the
same tactics, by lack of
repertoire. It is always
advisable to make sure
that perceived tactics in
time can be neutralized
and reverted and often
irritate the other negotiator.

21. 18.Rush
 Make the presentation of the proposal, without
having traversed an adequate stage of
exploration or survey. The good negotiator
question twice and understand before you do
understand.

22. 19.Inattention
 Forget that the negotiation ends only when the
agreement has been fulfilled and not when the
agreement was signed. Have ways to evaluate
and control what was agreed.

23. 20.Think you know everything
 Not seek to learn something from every
negotiation carried out is another grave mistake.
The practice is only fit to be a teacher who knows
how to learn from her. Those who can't make the
same mistakes and increasingly.

24. A good negotiator
 He who wishes to be a good
negotiator, and succeed in his
advances, sales must possess
specific characteristics, in which will
be based around the time of
negotiation. Have good interpersonal
skills and good communication is
crucial in any kind of negotiation.
Etiquette, posture, attitude, creativity,
planning, assertiveness and
persuasion increase the potential of a
good negotiator, in addition to taking
him to success.

25. 20 errors in a dealmaker unprepared
Prof. Wandick Rocha
wandickrocha@yahoo.com.br
http://contabilidademais.blogspot.com.br/
http://pt.slideshare.net/wandickrochadeaquino