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Eureka: 20 expressions that will make you blow deals
by Jay Gutman
2018-01-10 12:31:50
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We all want to sign optimal deals, be it in marriage, business, family or professional settings. Here are 20 expressions we use all the time that could lead us to go home empty-handed.

  1. deal1_400“I'm in a hurry.” If you're in a hurry, a lot of important details will be left out of the negotiation. This means you will either need a second round of negotiations, or your partner will end up not signing the deal. If your partner does sign the deal, he will probably end up cancelling the deal.
  1. “These are my friends.” If you agreed on a one-on-one meeting but end up bringing your friends to the negotiating table, your partner might not sign the deal. If it's group negotiation it's group negotiation, if it's one-on-one negotiation it should remain that way.
  1. “I want an immediate answer.” People like to have time to think about their decisions. Two or three meetings are better than one meeting as they give time to both parties to think about the decisions that were taken. No one wants to be forced into taking a decision.
  1. “Let's change the topic. Get back to me when you have a clear answer.” In negotiations, you might have a temporary solution before getting to a permanent one. Suggesting that you change the topic until everything clarifies leaves your negotiating partner hanging, and is an indirect way to suggest that he's the one who needs to get the work done, comes off as patronizing.
  1. “I will think about it.” Unless the topic is really new and something you never thought about or you're concluding the meeting, you really want to think as you speak. Delaying decisions indirectly shows that you're in charge.
  1. “I'm angry and offended.” Unless the negotiator is really intending to offend you and anger you, in which case you should cancel the deal, if there's no clear evil intention from your partner you should probably not be angry or offended.
  1. “You're showing lack of respect.” Again unless your partner is diminishing you or treating you poorly there's no reason for you to point out the fact that your partner lacks respect, unless you don't want to go forward with the negotiating.
  1. “This is not a good product/this is not a good company.” If you really thought it was not a good product or company, there should not have been negotiations in the first place.
  1. “You have many flaws” or pointing out any of the flaws your negotiating partner has. Again if he had too many flaws, he probably would not have been negotiating with you in the first place.
  1. “You just made a mistake.” You can subtly point out mistakes being made here and there, but putting too much attention on mistakes can break deals rather than make them.
  1. “Let's move to a restaurant.” Unless you've known your negotiating partner for years, going to a restaurant during the first negotiating round probably isn't the best way to seal the deal.
  1. “Let's not talk about business, let's spend the first day doing small talk.” This is common in some cultures, but is a trend that is dying out since the world has experienced recessions here and there. First meetings should involve business and small talk.
  1. “Let's get drunk.” Again this is common in some cultures, but pub bills only add up and sales don't always follow through.
  1. “Sign this paper.” Anyone who has been in business long enough knows he should not sign papers until procedures have been followed to carry through the business deal. Forcing people to sign can only lead to cancelled business deals, and, in the long run, legal trouble.
  1. “Let's not talk about this.” In business negotations, every angle should be covered to enable the transaction to be optimal. Refusing to discuss things probably means a flaw is being hidden somewhere.
  1. “My name is Mr. Smith.” Again this is cultural. But if you want the best deals and optimal sales, you want to use the more familiar approach. In formal deals, you only get formal deals, which tend to be way lower and less sophisticated than casual deals. Many equate formality with lack of trust.
  1. “You are not a professional.” Saying anything negative will make people feel bad about themselves, and will reduce the amount they are willing to give up significantly.
  1.  “I am dissatisfied with this deal.” Unless you really don't want to sign future deals, you don't want to show that you're dissatisfied with this one.
  1. “Be kind, allow this concession.” This means that the person is not kind if they don't allow the concession. Again this might benefit one concession, but the person will eventually stop giving concessions.
  1. And finally: “can you do this? So do it!” There is a huge difference between the ability to do something and the the person wanting to perform the action. For example: Can you make 5 liter boxes of juice. Technically they can, but perhaps rules don't allow that, or they would have to purchase new equipment for that. So being able to do something doesn't necessarily mean they will follow through and do it.

In the old world, tough negotiators had an advantage because smaller and bigger companies could borrow their way into surviving and bad deals were still carried through. But now that banks are thinking twice before lending in some cases, it has become a lot harder to steal a deal. In most cases bad deals are cancelled, renegotiated or flat out disintegrate because one of the parties who signed the deal no longer exists.

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