When you negotiate, what do you fear? Do you see the value in fear and construct a plan to combat it? Even those that would be king can be susceptible to fear, but fear serves a purpose in our lives. Thus, when negotiating it behooves you to recognize the fears that may exist, but it also behooves you to put plans in place to combat them. By doing so, you’ll alleviate fear and replace it with negotiation strategies to lead you to a successful negotiation outcome.
Sometimes we’re more fearful of situations than we should be because of related memories we have to the current situation, related to what’s occurred to us in the past. To combat fear in your negotiations more effectively consider the following ideas.
- First take note of your physical body and mind. I started with this factor because it plays an important role in how you perceive and combat fear. Realize, when you’re tiered, bogged down by and with thoughts that don’t serve you, you’re more susceptible to falling prey to fear. Make sure you can think properly by having the proper amount of rest and nutrients to do so.
- Identify the source of your fear as it relates to the negotiation. Are you afraid you won’t come out ahead? Do you think the opposing negotiator is stronger in resources and/or expertise? Do you feel there’s not enough time to negotiate? Whatever your source of fear, identify it. By doing so you’ll have a point of knowing what’s at the source of your feelings. Then you can create a plan to address it.
- Once you’ve identified the source(s) of your fear, consider how you can use it as a source of motivation. Fear will only have a debilitating influence to the degree you allow it to.
- During the planning stages of your negotiation address the what-if scenarios from which fear may lurk. Allow it to emerge. Not only will doing so prepare you for possible deviations you may have to address and/or take during the negotiation, it will also prepare you for such occurrences. That should serve to alleviate the tension causing the fear.
- At the end of the negotiation, assess what occurred related to the fear you had going into the negotiation. Were the issues that initially caused you consternation raised? If so, how did you address them? Were You more prepared to do so as the result of planning for them during the planning stage of the negotiation? By assessing what did and did not occur, you can use the thought process that you engaged in prior to, during, and after the negotiation to be your guide when fear crops up again in future negotiations.
Understand that fear is a protection or debilitating factor in our lives. Thus, it’s what you do with fear that determines what influence it’ll have on you. If you use fear to motivate you to pursue the direction that puts you on the path to a successful negotiation outcome, you will have used it wisely. Be aware of the potential it has to debilitate you and control it. Once you reconcile the role of fear you’ll have the yin and yang of it under control and everything will be right with the world.
Remember, you’re always negotiating!