“Sunday Negotiation Insight”
“Impression and Image – Source of Motivation in Negotiations”
Have you ever considered how the impression of the image you convey causes you to engage in certain behaviors?
Our image is born by the impression we wish to cast to the world. That’s what causes us to behave in certain manners. As an example, if we think we possess stronger skills than what’s being recognized by others, depending upon the environment and the relationship we have with certain individuals, we may engage in actions that seek to enhance their perspective of our impression by doing things that are risky or conforming to the perceived norms of that individual. That’s all determined by the image and impression we seek to project.
So, always attempt to identify and then justify to yourself why you do the things you do, especially when such things cause you consternation. By identifying the source of your motivation and the image you’re trying to project, you’ll be on the path to altering such actions if they don’t serve you. That means you’ll be in greater control of your actions and destiny … and everything will be right with the world.
What does this have to do with negotiations?
In a negotiation, one should always be aware of the sources of motivation that stimulates one to address one course of action versus another. If you understand why you accept one offer, make a concession at a particular time, etc., you’ll have greater insight as to the direction you’re heading per the outcome you expect from the negotiation. Your image and that which the opposing negotiator is attempting to extend plays a large part in the give-and-take of the negotiation. That can also be stated by saying, you should be aware of your actions as they relate to the image you’re attempting to project and the impression you seek to leave on the opposing negotiator, and her upon you. By doing so, you’ll have more insight into the sources of motivation that moves you and her to action or inaction. Either way, once you’re in control of that insight, you’ll be better positioned to control the flow of the negotiation … and everything will be right with the world.
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Remember, you’re always negotiating!