The Six Key Vulnerabilities In Negotiation
By James Delrojo
Negotiation is a mental and emotional game. Much of the result is dependent on the emotional strengths and vulnerabilities of the parties and, of course, their skills at capitalizing on these strengths and vulnerabilities.

I will discuss six key vulnerabilities to be aware of in negotiation.

Vulnerability Number 1: Fear

There is an old Chinese proverb that says that more sick people are killed by their own fear than are killed by the disease.

If a skilled negotiator smells fear in his opponent then he will quickly introduce tactics to capitalize on that fear.

There are all sorts of fears that weaken your position; fear of missing out, fear of messing up, fear of looking stupid and fear of being out negotiated are some of the more common fears that make you vulnerable to the skills of an experienced negotiator.

Vulnerability Number 2: Greed

Nothing leads to rash decisions faster than greed. Greed allows you to be manipulated and it is the greatest ally of conmen.

Most people have some degree of greed and it is important to be aware of this in yourself and manage it, and also be aware of it in your opponent and capitalize on it.

Any time that you are negotiating any form of investment, be particularly aware of influence of greed.

Vulnerability Number 3: Ignorance

If you don't know what you are doing then it is hard to do a good job.

There are two areas where ignorance can create weakness in negotiation.

The

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