“How To Combat Fear Right When Negotiating”
“He who fears fear is already a captive of fear.” – Greg Williams
Let’s face it, fear can be prevalent in anyone when negotiating, but everyone can combat fear and turn it into an ally when fear is combated right in a negotiation. To combat your fears when you’re negotiating consider the following.
- Identify the source of your fear – Is the negotiation fearful because you haven’t prepared properly for it? Do you think the other negotiator negotiates better than you? Whatever your source of consternation, identify it. Not until you do will you be able to understand why you’re fearful. Once you identify the source of your fear, you can alter your perspective as to why the negotiation appears fearful. Remember, in a lot of situations, fear is nothing more than, False Expectations Appearing Real!
- Consider how you can make fear an ally – Fear tends to heighten our awareness to the environment we’re in. In such a state, observe aspects of the negotiation process that you might not have been aware of previously. The goal would be to use your fear as a source of motivation and heightened observation. In so doing, fear becomes your ally.
- Insulate your mind from stress – While fear can heighten our awareness, stress can put undue pressure on us. Thus, when fearful manage it so it does not become too stressful and lead to debilitation. If you sense you can’t think right, exit the negotiation and use any pretense to do so.
- Fear of environment – Keep in mind that our level of fear can also be induced by what surrounds our perception of fear. Thus, if something reminds us of an occurrence that resides in our subconscious, subliminally we may be fearful in the current situation and not be consciously aware of why we have such feelings. Always ask why you’re fearful in a situation when fear occurs. Once you identify the origin of the fear, you can become fearless at altering your perspective.
- Never fear walking away – When you find yourself on a potential negotiation agreement that doesn’t serve you, don’t be fearful of walking away from the deal. When confronted with fear, some negotiators will allow themselves to be trapped in a bad deal for fear of what the opposing negotiator might think of them if they don’t conclude the deal. That can be a double edge sword. If that’s the case, cut your loser and reserve your resources for a future negotiation.
Fear can be a disabler in any aspect of life, especially in a negotiation. The better you control it, the better you’ll be in control of yourself. Remember, fear originates in your mind. So, to the degree you control your mind, you control fear and the progression and outcome of the negotiation. Thus, by controlling fear, you combat it and break the hold it has on your psyche. Once control is obtained … everything will be right with the world.
Remember, you’re always negotiating!