“Sunday Negotiation Insight”
“What’s Missing in Your Life and Negotiations?”
How do you know when something’s missing? Is it a feeling you get and if so, are you able to identify the source? Do you feel it in your gut, your heart, or your head? By identifying its source, you gain insight per the perception you had at the time it originated. From that, you gain additional insight per what’s motivating you to address and/or feel a certain way about a circumstance. This is true for all aspects of your life and when you’re negotiating (you’re always negotiating).
Gut feelings tend to be kinesthetic. You may observe someone say, “I have a bad feeling about this”, while they place their hand over their stomach. Through their body language gesture, they’re indicating the source of their consternation.
As you may have guessed, feelings stemming from the heart may tend to be more emotional than sources of other feelings (e.g. I felt like I had heartburn).
If you identify your feelings as originating from your mind/head, more than likely there’s something you’ve perceived from a logical perspective (e.g. my head’s not right about this).
By noting the origin of a feeling, you’re better positioned to address it based on its source. Thus, when dealing with it based on its source, consider addressing potential solutions from the same source. You might also consider using a different modality to infuse your creativity to find a solution. The point is, with this insight, you’ll be better prepared to address your feelings and hopefully do so in a more expedient manner … and everything will be right with the world.
What does this have to do with negotiations?
When negotiating, you should always be observant of the sensory information you receive from an opposing negotiator based on his body language. If he says, “this doesn’t look right to me” while touching or rubbing his eye(s), his body language and words are congruent which lends more validity to his statement. That’s to say, through his congruence, he’s displaying more sincerity about his feelings versus attempting to project such an image as a negotiation ploy. From that insight, you can better judge how to position your offers/counteroffers.
Keep in mind that a master negotiator is very mindful per how he synchronizes his words and body language. As such, you’d have to have a heightened sense of awareness when negotiating with someone of that ilk. That’s why it’s so important to learn all that you can about reading body language, because you’re always negotiating. The better you are at it the more you’ll achieve in life … and everything will be right with the world.
Remember, you’re always negotiating!