When You Negotiate What Are Your Expectations Of The Outcome?
Have you ever looked for something, did not see it in its usual place. Then, after a while, you went back to the same place you looked the first time and magically, the item appeared. What happened in that scenario? At the point you didn't see the 'thing' you were looking for, your mind had expectations of seeing, or perceiving a different outcome. Thus, that which wasn't reality, became reality to you (you saw the 'thing' the second, after not seeing it the first time.
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This is going to be a different kind of negotiation lesson. It's going to delve more into the mindset you have when negotiating.
Have you ever looked for something, did not see it in its usual place, and thus to you it was not there? Then, after a while, you went back to the same place you looked the first time and magically, the item appeared. What happened in that whole scenario? At the point you didn't see the 'thing' you were looking for, your mind had expectations of seeing, or perceiving a different outcome. Thus, that which wasn't reality, became reality to you (you saw the 'thing' the second, after not seeing it the first time.
What lessons can we learn from this mental observation into the mindset we possess, and the outcome we expect, during different times in our minds and in negotiation sessions?
When negotiating, be very mindful of the manner and way you're viewing and perceiving your environment. This includes the people you're negotiating with, and the expectations you have for the negotiation. Question throughout the negotiations ...
1. What's the demeanor of the person/people you're negotiating with?
· How are they influencing your behavior?
· How are they altering your perception (good/bad influences)?
· What emotions do they invoke in you?
· Are they 'playing' tough, to mentally 'throw you off balance'?
(It's important to understand the level of influence someone has on you and the way they're using that influence, because all of us are influenced to some degree, by other people. The degree of influence other people have over us can cause us to react and do different things, in the same environment, for different people (Follow me on this). It all depends on the level of influence someone has over us.)
2. What is your perception of the environment you're in, physically and mentally, and how is it mentally and emotionally causing you to respond in that environment?
· Are you less likely to act the way you would in an environment in which you feel safe and non-threatened?
· Is your perception 'off'?
· How are you going to compensate for your negotiation un- equilibrium?
If you observe your mental state of mind waffling, due to the influence that's causing it to perceive information in the manner in which it is, align your thoughts with the outcome you seek; do this not just when negotiating, but in all phases of your life. You'll find yourself constantly in a much better place ... and everything will be right with the world.
The negotiation lessons are ...
· Always be aware of where you are emotionally and mentally, when you negotiate.
· Always account for and calculate the level of influence someone else is exercising over you throughout the negotiation.
· If you don't want to acquiesce to a request and you feel someone's strong personality imposing itself on you, stiffen and resist the influence (physically stiffen in the other person's presence; stand or sit taller and deliver your lack of acquiesces to the request.) Before entering into the negotiation, prepare yourself for the manner in which you'll respond should the situation warrant it.