“The negotiator’s security perspective is a strong perception issue” – Negotiating Tip of the Week
how do you have deal makerwhat is your perspective of safety when negotiating? It’s a question you should consider because your perspective influences your thoughts and actions. If you are not aware of this, you could be drawn into irrational thinking and behavior, which will not support your negotiation efforts. Consider the following thoughts in your future negotiations.
Feelings:
You feel it? When negotiating, can you feel the change as it happens? As you negotiate, tune in to your feelings. In some cases, you will feel subliminal cues; they may not fully register with your level of consciousness. If you are aware of such feelings, you will be alert to signs that indicate the need to modify your strategy. Be aware when you have a feeling of apprehension. That may be your first warning sign that something may be friends in the negotiation.
Assess emotional well-being:
Do you watch your EQ (emotional quotient) when trading? Your EQ is your ability to read and adjust to signals in your environment based on the person emitting those signals. Therefore, the better you are at deciphering the signals and adjusting to them appropriately, the better you will be as a negotiator. Therefore, always keep control of your EQ.
Environmental impact:
What credit do you give your trading environment? The environment shapes your perspective. If left unchecked, it will mold you!
Consider this, you are a salesperson at a Mercedes dealership. A woman arrives in a Chevrolet. She walks in and starts looking at vehicles in the showroom; she’s looking at the higher-end Mercedes, not the lower-priced ones. What are her thoughts about her and how could she meet her needs? What approach would you take to do it? Would your approach to her be the same if she arrived in a Mercedes? Do you consider the clothes and jewelry that she is wearing? You will probably consider those questions and many others before approaching her. Consider what she missed: her need to feel safe dealing with you, the vehicle she might buy related to how safe it is, how you will deal with her later. Unless you take that into consideration, you may be missing out on discovering your true desire to purchase the vehicle. Those omissions will also affect the negotiation.
In every negotiation, security is a silent variable that accompanies the journey. If the exchange between you and the other negotiator becomes tense, the need for reassurance is often the omen that indicates a hunch. It is also the creator of anxiety, which can lead to stress.
Conclusion:
As you negotiate, keep in mind the role of security. Do it from the perspective of everyone involved in the negotiation. There will be times when you and the other negotiator are concerned. You will miss that anxiety of why there is that concern if you lack concentration.
Suffice to say, to be most successful in your negotiations, first focus on the fears you and the other negotiator have about the outcome. As you make those assessments, consider how you and she can use your perception of safety to improve your perspective. By participating in this process, you will eliminate potential pitfalls that could arise in the negotiation, while developing a clearer path to where victory lies for both of you…and all will be right with the world.
Remember, you are always negotiating!