Steve Jones: The 3 reasons people negotiate bad deals and how to avoid them-Steve-Jones-The-3-reasons-people-negotiate-bad-deals-and-how-to-avoid-them

Steve-Jones-The-3-reasons-people-negotiate-bad-deals-and-how-to-avoid-them

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Video Summary

The speaker explains why people make poor deals, focusing on three main causes: believing false ideas, failing to plan, and misunderstanding how decisions are made. He argues that negotiation is often lost through bad preparation, not just price. Key myths include thinking price is everything, assuming more authority always means better deals, and believing that giving concessions builds goodwill. He stresses that “nothing is for nothing” and that people should negotiate with others who have equal or greater authority.<br /><br />He then outlines conflict styles: competitive, avoidant, accommodating, compromising, and collaborative. He warns that tactics like keeping someone waiting, talking on the phone during hard conversations, or over-accommodating can weaken your position. Collaboration is ideal, but only if the other side cooperates.<br /><br />For planning, he recommends setting objectives, identifying alternatives (BATNA), mapping tradable issues, and setting limits. He strongly advises making an opening offer early, firmly, and with justification, then staying silent.<br /><br />Finally, he explains decision-making structures in organisations and recommends identifying the coach, approver, decision-maker, and executor. Using a matrix of influence and relationship can help target the right people and improve outcomes.

Keywords

negotiation

deal-making

BATNA

conflict styles

decision-making

planning

influence matrix