Negotiation Brain Games
How To Combat Negative Affect Association Has On Negotiations
Have you ever considered how the associations you make about the other negotiator affects your mental state of mind during a negotiation? You more than likely realize that your brain is influenced by subliminal stimuli, based on the associations you make. The associations can be in the form of how you feel about the other negotiator, and/or the surroundings in which the negotiation occurs. Have you considered how to combat such associations when they don’t serve you?
This article delves into perception and security, as two aspects of how you can raise your awareness level, per the associations you make during your negotiations.
We give our power to those to whom we wish to ingratiate ourselves. We also do so to those that we perceive as having the ability to deliver us from one position to another. Thus, we view such deliverance as beneficial to our well-being.
Negotiation Tip: During your negotiation, you should question the amount of credibility and credence you give the other negotiator, based on how well your joint negotiation outcomes are aligned. Stated differently, to the degree that both of you are pursuing outcomes that are accepted as being mutually beneficial, you can lend more credence to actions that display that demeanor. To the degree your outcomes are adverse to one another, be cautious per the amount of power and control you give away.
When it comes to perception, you must understand preferably at a logical and emotional level, why you wish to subjugate your power to any individual, even more so during a negotiation. In giving of your power, you relinquish the objectiveness that you might otherwise apply to offers and counteroffers. Suffice it to say, if you wish to relinquish your power do so as part of your negotiation plan. Then, make sure by doing so, you gain an improved position in the negotiation.
False Sense of Security:
There will be times when you’re in environments that will cause you to drop your guard. You may do so because the situation ‘feels right’ based on the accoutrements and trappings in the environment. Be aware when you experience such emotions and don’t fall prey to such surroundings. By maintaining your mental equilibrium, you’ll be more watchful for circumstances that are not beneficial to your negotiation position and expected outcome.
During your negotiations, you’ll be bombarded by ideas, offers, and counteroffers. Be sure to address each in a mindset that’s not clouded by underserved attributes that don’t serve you. In essence, keep your wits about you and don’t be lulled into a false sense of security, due to the surroundings and goodwill that’s displayed. Be judicious, forthright, and very aware about your needs and why you’re negotiation. I’m not suggesting you be selfish, I’m suggesting you look out for yourself and don’t be overwhelmed by undeserving accoutrements to which you lend undue credibility. If you keep in mind the suggestions above, you’ll enhance your negotiation process. You’ll come out further ahead in your negotiations … and everything will be right with the world.
Remember, you’re always negotiating!