“Sunday Negotiation Insight”
“Cracked Mirrors Don’t Have To Reflect Flaws”
When is a flaw a benefit? Answer: When it’s used consistently to identify attempts to forge something that’s perfect. We’re all flawed to some degree. The question is, what perfect flaws do you possess and how can you use them to your advantage?
Understand, the mindset you possess determines what is a flawed, and that which is perfect. Sure, some will be more than eager to pronounce you as being flawed, but the final assessment resides with you.
Therefore, what others see in you as a flaw can become an advantageous tool used to your benefit. That’s because, when others discount you they really do so at their disadvantage (i.e. never underestimate an opponent). By the fact that they do not see the value you possess means you’re better positioned to control the environment that you’re in. That may sound contrary to what we know about power, but power itself is perceptional; you have it when someone grants it to you, even if that someone is yourself.
So, when others see flaws in you, turn those flaws into something that’s perfect. You’re not flawed at all! Make your perfect flaws advantageous in your interactions with others … and everything will be right with the world.
What does this have to do with negotiations?
In a negotiation advantages are perceptional. So, as you encounter the ebbs and flows that occur in every negotiation, one negotiator has more of an advantage at a particular time than the other. By the fact that one negotiator may be better at negotiating and can use strategies that promote her position more astutely, means she’s more likely to outdistance her opponent in the negotiation. If the assumption by her opponent is one that says, she’s a lady, she can’t negotiate well, those perceived flaws become her advantages because the mindset of her opponent assumes he has the advantage. In so thinking, he’s more likely to be less cautious per his engagement in the negotiation. In his mind, he’s dealing with someone that’s not up to his caliber when it comes to negotiating. That mindset becomes the quicksand whereby he’ll slowly sink into the abbess.
So, in a negotiation, flaws can be perceived as weaknesses which can become benefits. In such cases, employed properly, flaws can be the secret weapon you use to elevate the secret powers you really possess … and everything will be right with the world.
Remember, you’re always negotiating.