Characteristics of Ineffective Negotiators

Ineffective negotiators are never sure of what the right move is or isn't. They will generally not prepare and not take the process seriously.

Ineffective negotiators will show the following characteristics:

• no preparation;

• no rehearsal;

• no commitment to the overall objectives or the negotiation in hand;

• insecurity and uncertainty in their opening position;

• do not have or inspire confidence in their requests or proposals;

• frequently succumb to price-rotting pressure placed on them;

• often get bogged down in the trivial and will trivialise the important.