Negotiation sits at the heart of nearly every decision in business. Yet for something we do every day, few people ever sit down to actually think about how they negotiate.
Instead, most people just rely on instinct, pick up (bad) habits from colleagues, and in many cases, hope that their charm alone can carry them through an awkward conversation. But in all honesty, that approach can only work for so long before relationships begin to suffer.
So in this article, I’m sharing the eight most common negotiation mistakes I see among professionals and business leaders, and (more importantly) what you can do to avoid them.
The 8 Most Common Mistakes in Negotiation
I’ve been running negotiation workshops for the past 15 years, and I see the same challenges surface time and again.
People talk too much, they don’t know their facts, they get flustered easily… and more often than not, they focus so much on “winning” that they cause lasting damage to the very relationships their business depends on.
The good news, though, is that with a little self-awareness, many of these bad habits can be fixed. And it all starts with getting prepared. Which brings me to:
Mistake #1: Going In Without Preparation
If there’s one mistake I see more than any other, it’s walking into a negotiation unprepared. People assume they can just “wing it”, when in reality, that lack of preparation is obvious (and comes across as weak).
Example: A project lead joins a pricing meeting without reviewing the client’s recent feedback. When the client raises concerns about missed deadlines, they’re caught off guard and lose control of the discussion.
What to Do Instead: Good negotiators always make a plan before they speak. They go into a negotiation knowing:
- Exactly what they want, what they can compromise on, and what they’ll walk away from.
- What the other party values, needs, and might be under pressure to achieve.
- Questions that can help uncover the other party’s priorities and find common ground.
Bonus Resource: How to Nail Your Negotiations [Free Checklist]
Mistake #2: Talking Too Much (and Listening Too Little)
Most people assume that negotiation is all about convincing and talking. But in my experience, the best negotiators are the best at listening.
Example: An account manager opens a contract renewal, determined to justify a price increase without letting the client speak. Ten minutes later, the client reveals their real concern isn’t price at all, but slow response times. The opportunity to connect on something that really mattered has already passed, and the client is left feeling unseen and unheard.
What to Do Instead: Good negotiators ask more than they tell. Practise active listening by:
- Asking open questions that reveal motivations and priorities.
- Pausing before you respond, so the other person has some space to think and respond in detail.
- Repeating what you’ve heard to show that you understand where the other party is coming from.
Mistake #3: Making It Personal
When things don’t go as planned, feelings of frustration, defensiveness, and impatience can creep in. But if you let your emotions take the wheel, your negotiation will start to break down.
Example: A project manager is discussing delays with a client who’s visibly frustrated. Instead of acknowledging the client’s concern, the manager snaps back, insisting the fault lies with the client’s late approvals. The tension rises, the discussion derails, and the relationship takes a hit that lasts even after the issue is resolved.
What to Do Instead: Good negotiators separate people from problems. You can stay cool, calm, and professional by:
- Taking a breath before you respond to criticism or pushback.
- Acknowledging emotions without matching them (“I can see this has been frustrating, let’s look at how we can fix it”).
- Refocusing on shared goals and outcomes rather than who’s to blame.
Mistake #4: Failing to Build Rapport First
Yes, business is all about numbers, timelines, and deals. But if you don’t take a moment to build a genuine connection with someone first, you lose one of the most powerful tools in negotiation: trust.
Example: A supplier joins a video call ready to negotiate new pricing with a client. They open with numbers and delivery dates before any real conversation has started. The client’s responses are short, the tone is flat, and the negotiation feels cold and transactional.
What to Do Instead: Good negotiators know that “small talk” and rapport are the foundation of any business relationship. Here are some simple ways you can start building rapport early on:
- Start conversations by showing genuine interest in the other person and their goals.
- Look for common ground before you start talking through specific details.
- Share a little about yourself to show that you’re approachable and human.
Mistake #5: Revealing Too Much, Too Soon
In negotiation, timing is everything. Sharing too much information too early can weaken your position later on.
Example: A project lead begins a meeting by saying, “Our budget is really tight this quarter.” They mean it as context, but the supplier immediately stops considering discounts or added value. The lead has unintentionally boxed themselves in before the conversation even began.
What to Do Instead: Good negotiators share information strategically, so they can stay flexible and maintain control of the conversation. Here are a few ways you can do that:
- Focus on asking questions before giving away any details.
- Use neutral phrases like “We’re open to options depending on the scope,” instead of setting your limits too soon.
- Pay attention to what the other side reveals first, and then use their priorities and language to guide your response.
Mistake #6: Treating Negotiation Like a Battle
Some people still view negotiation as a competition, with one side winning and the other side losing. The problem with that approach, though, is that even if you “win” the deal, you could lose the relationship.
Example: A buyer pushes a supplier relentlessly on pricing, demanding discounts at every turn. The supplier eventually agrees, but quietly moves the buyer’s projects down the priority list. The result? Slower delivery times and a strained working relationship.
What to Do Instead: Good negotiators focus on collaboration, not confrontation. Here are a few tips for shifting your mindset:
- Replace “winning” with “finding common ground.”
- Use phrases like “Let’s try to figure out what could work for both of us.”
- Keep discussions focused on shared goals and mutual benefits, rather than each side’s position and priorities.
Bonus Resource: The 5 Most Important Considerations For A Negotiation
Mistake #7: Not Summarising or Confirming Agreements
You’d be surprised how many negotiations fall apart after both sides think they’ve reached an agreement. Even small assumptions can snowball into major misunderstandings, which can lead to confusion, missed deadlines, and unnecessary tension.
Example: Two department heads agree on new delivery deadlines during a meeting. One assumes the timeline starts immediately, while the other believes it begins the following week. Neither follows up in writing, and within days, both teams are working to different schedules.
What to Do Instead: Good negotiators always wrap up discussions by:
- Recapping what’s been agreed in simple, neutral language.
- Confirming the responsibilities and next steps on both sides.
- Following up in writing to document key points (and avoid misunderstandings).
Mistake #8: Forgetting the Long Game
Every negotiation, no matter how big or small, is part of a longer working relationship. If you come across as inauthentic or treat every discussion like a one-off transaction, you risk damaging the trust and goodwill that make future collaboration possible.
Example: A sales manager secures a big discount from a supplier. On paper, it looks like a win. But when the next project comes around, the supplier is slow to respond and far less flexible. The short-term victory ends up costing more in the long run.
What to Do Instead: Good negotiators think beyond immediate outcomes. They understand the value of long-term relationships, and they genuinely care about the people they get to work with. Here are a few different strategies for strengthening business relationships over time:
- Lead with fairness and mutual respect; people will always remember how you made them feel.
- Wrap up every discussion with a genuine “thank you”.
- Keep your end of the bargain by following through on your promises and action items.
- Stay in touch (even after the deal is closed) to maintain the relationship.
- Find simple ways to add value beyond what was agreed. Small, thoughtful gestures can go a long way.
Bringing It All Together
In my experience, most negotiation mistakes we see come from a lack of structure and processes, not effort. So once you understand the classic pitfalls, it’s much easier to start developing the habits, confidence, and communication skills that lead to better results and stronger relationships.
To quickly recap this article, here are the eight most common negotiation mistakes we see all the time at Powercall Global, and how you can avoid them:
- Going in without preparation: Always plan ahead and know your goals, limits, and fallback options.
- Talking too much (and listening too little): Ask questions, be an active listener, and let the other person speak.
- Making it personal: Stay calm and focus on the problem, not the personalities and emotions involved.
- Failing to build rapport first: Take time to build a genuine connection before getting into the details.
- Revealing too much, too soon: Share information strategically to stay flexible and in control.
- Treating negotiation like a battle: Focus on collaboration and mutual gains, not winning at all costs.
- Not summarising or confirming agreements: Clarify, confirm, and follow up to avoid misunderstandings.
- Forgetting the long game: Protect relationships, add value, and think beyond the deal that’s in front of you.
And if you want to build up your negotiation skills even further, our CPD Accredited Negotiation Skills Training Course gives you the chance to practice and refine your negotiation techniques with a skilled trainer.
To learn more about the course or make a booking for your team, please get in touch or visit the course page to see upcoming dates and options for in-person, online, or on-site delivery.
