Negotiating in Life, Negotiating Tips, Business Negotiation March 23, 2011

What not to say during a negotiation

If you have attended a Karrass Effective Negotiation seminar you have learned exactly what to say and do during a business negotiation. You may have even learned what to avoid doing or saying. It is important to review, however, because what you say has tremendous impact on the outcome of the negotiation.

According to the article “5 Things That Should Never Be Said During a Negotiation”on the Business Insider website, here are words and expressions to avoid unless you want the negotiation to go south. These five things are:

  1. Saying “between.” The word between is used when giving a range, and the other party is going to automatically gravitate to the lower end of the range. The article says that by saying “between” you are making a concession.
  2. Saying you are close to a deal. Perhaps you are tired of negotiating and you want to be done, but by indicating this to the other party you are giving up some of your power.
  3. Throwing out a number. The first person to give a number is usually not going to gain the upper hand in the negotiation.
  4. Claiming you have the final say. Unless you want to be forced to make a decision on the spot, you should never say you are the ultimate decision-maker. The ultimate decision-maker should never be at the negotiation since by checking with him or her, you are buying time.
  5. Insulting the other party. Never, ever resort to insults and obscenities. It is tantamount to bullying. No one wants to be seen as someone who flies off the handle, because it will damage your professionalism and any hope for a long-term relationship.

Remember to choose your words carefully. As Dr. Chester L. Karrass says: “Words are commitments. Once said, they are defended.”

What do you avoid saying during a negotiation? Please share any blunders with us in the comments.

THE PROGRAM WAS GREAT! MY SEMINAR LEADER AND THE STRUCTURE OF THE COURSE KEPT ME CONSTANTLY STIMULATED. I NOW AM BETTER PREPARED TO GO INTO AN IMPORTANT NEGOTIATION MEETING AND STAY IN CONTROL, WHILE FINISHING THE MEETING SATISFIED.

Deanna D.
CASE MANAGER at THE JACKSON LABORATORY

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Jeff G.
BUSINESS DEVELOPMENT MANAGER at THE M.K. MORSE COMPANY

EXCELLENT COURSE, BRINGS MORE CONFIDENCE IN MY ABILITY TO NEGOTIATE. I THINK THIS COURSE IS A MUST FOR ALL EMPLOYEES WHO DEAL WITH CUSTOMERS.

John S.
CHIEF ENGINEERING MANAGER at EXXONMOBIL

THIS WAS VERY EFFECTIVE WITH A STRONG FOCUS ON BOTH-WIN NEGOTIATING.

Kathleen L.
SENIOR ANALYST at BLUE CROSS/BLUE SHIELD OF MICHIGAN

THE KARRASS CLASS WAS THE SINGLE BEST TRAINING CLASS/SEMINAR I HAVE EVER ATTENDED. EVERY TIME WE DID AN EXERCISE IT TAUGHT YOU WHAT TO DO DIFFERENTLY NEXT TIME. THANKS.

Kim C.
PROCUREMENT at AMERICAN EXPRESS

THIS PROGRAM HAS GREATLY INCREASED MY CONFIDENCE AND ABILITY TO NEGOTIATE FOR MYSELF AS WELL AS MY COMPANY.

LaDonna E.
SENIOR STRATEGIC BUYER at HALLMARK

THE NEGOTIATING CLASS WAS VERY INFORMATIVE. THE INSTRUCTOR PROVIDED AN INSPIRATIONAL MESSAGE THAT CAN BE APPLIED TO EVERYDAY LIFE.

Mary S.
INTERNATIONAL SOURCING at FMC TECHNOLOGIES

WE NEGOTIATE EVERY DAY OF OUR LIVES, BOTH PERSONALLY AND PROFESSIONALLY. THIS COURSE DEFINES THE PROCESS AND PROVIDES TECHNIQUES TO ACHIEVE SUCCESSFUL RESULTS.

Phillip H.
VICE PRESIDENT at GE

PRIOR TO THIS CLASS I FELT AS THOUGH I WAS GETTING EATEN ALIVE BY INTERNAL NEGOTIATIONS WITH SALES REPS. NOW I FEEL PREPARED TO CHALLENGE WHAT THEY ARE SAYING AND BET TO THEIR REAL NEEDS.

Steve Q.
PLANNER at HONEYWELL

MANY PEOPLE FAIL TO ACHIEVE THEIR POTENTIAL BECAUSE THEY DON’T SEE THE OPPORTUNITIES TO NEGOTIATE A WIN/WIN AGREEMENT WITH THEIR COLLEAGUES. THIS CLASS IS AN EYE OPENER TO THIS DYNAMIC..

Stuart B.
CONTRACTS MANAGER at HEWLETT-PACKARD
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