“Change” – Sunday Negotiation Insight

“Change is the arbiter of the future.” -Greg Williams, The Master Negotiator & Body Language Expert



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I heard a knock at the door and mindlessly asked, “who is it?” A mumble met my query. As I opened the door, I asked, “who are you?” The response was, change!


Change occurs every day of your life. Sometimes you observe its transitions, most of the times you don’t. Since change is so prevalent, why do some people find it difficult to deal with? Are you one of them?

Let’s examine why it can be difficult to embrace change at times. Our quest will be to obtain insights that allow you to become the beneficiary of change.



What is fear? It’s what protects you from harm. It’s also what prevents you from advancing. Fear stems from not being sure of an outcome. Based on the similarity of the current situation and its propinquity to those you’ve had in the past, you mentally assess the current situation’s probability of success against past occurrences.

To be successful when contemplating change, identify the source of your fear, examine it, assess its viability. Question if it’s real. Don’t let fear dissuade you from grasping the change that moves you forward. If fear is preventing you from advancing, confront the greatest aspect of it. In so doing, your smaller fears will evaporate.

To advance in life, you must adopt a higher-level mindset. You can accomplish that by combating and overcoming the fears that restrain you. The change that will move you forward will be the unshackling of the fears that don’t.



What sense of motivation occurs when you recognize that change has summoned your attention? The answer lies in its degree. If you note how different degrees of change affect you, you’ll begin to note the degree of influence it has. To accept change, recognize its value and its source of motivation. Once done, you can apply it to more positive thoughts and actions. That will be the launchpad to greater success.


Positive Deviants:

To be more receptive to change, observe its positive deviants. As an example, if you work too much and discover that life appears better when you’re with friends, consider how you can utilize your friends’ insights to be productive while spending time with them. The positive deviant, in this case, would be the discovery of changing an environment that’s more beneficial to your well-being. Simply stated, the change lies in maximizing the value of work and friends. Use the model of positive deviants when assessing the value that change offers you.



When it comes to change, it’s constant. You can fight it, deny it, or ignore it. It will occur anyway. If you choose not to engage in change, you’re only divorcing yourself from reality. Everything changes, including you.

So, since you’re always adapting to change, why not control the process and use it to your advantage? You can do that by observing how you engage in change and controlling how it affects your life … and everything will be right with the world.


What does this have to do with negotiations?


Change is prevalent in every negotiation. From the moment of its conception to its conclusion, change is the component that shepherds the negotiation towards its end.

If you’ve planned appropriately and the negotiation is unfolding according to plans, don’t fret when occurrences become out of step. Instead, consider the meaning. The unsuspecting change may be a blessing, not a curse.


Remember, you’re always negotiating!


After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com


To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here https://themastern.wpengine.com/greg-williams/



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