Realize that every confrontation or interaction is a negotiation. Some are just more intense than others. We negotiate to get a raise in allowance as children, to negotiating while driving in traffic. We constantly negotiate with our spouse for favors, or our customers over pricing.
We’ll actively negotiate with our staff for time off, or projects to be completed on time. We haggle to buy that new car or appliance. Our entire life is centered around dealing. So to become successful, what you need is to learn how to negotiate better and more efficiently. This particular skill however, always doesn’t come easily.
This since any negotiation, is usually an experience that involves some type of conflict, which involves motivation and emotion. Once you begin to haggle with someone over price, you’ll initially need to reconcile to pay or get paid, the agreed upon price.
The biggest mistake, becomes that if you push forward too far, that the negotiation may potentially break down. You may even end up empty handed or worse, humiliated. Negotiation is always a gamble, and any gamble is a risk.
Always Be Focused On The End Result
One thing that all the master negotiators have in common, those who closes the “deals” more often, is the ability to remain focused on their end target at all times. This regardless of the risks that are involved.
For those who win, this based on research, has shown that there’s a process which is known as “promotion” focus.
What Is “Promotion Focused”
These individuals who are promotion focused, think about their end goals as well as the opportunities which they need to gain, this to advance or to achieve, or to be better off than they currently are.
Once we think about our goals as potential gains, we’ll then automatically become more comfortable with risk, often without even realizing it, and less sensitive about what could potentially go wrong.
Then There’s “Prevention Focused”
The individuals who are prevention focused on the other hand, will think about their goals more in terms of what they’ll potentially lose, if they don’t happen to win the negotiation.
What they want, is to remain as safe as possible, while keeping everything running smoothly as possible. When we’re prevention focused, we become a lot more conservative while trying to avoid any type of risk.
Same Goal Different Viewpoints
These are the two different ways, on how we’ll look at the same goal that needs to be reached, which impacts as well as reveals everything about us.
This being our strengths and our weaknesses, the strategies that we use, and whatever it is that motivates us. When the goal happens to be paying the lowest price, or to get a bigger raise, our focus effects the way that we negotiate.
Under any negotiating process, the more that the promotion focused individual is, the more likely that they’ll get their targeted goal, once the negotiation process is over.
For the prevention focused individuals, there’s far too much worry that’s being placed on not winning the negotiation, leaving the person more susceptible towards a less advantageous outcome.
How To Become More Of A Promotion Focused Negotiator
Even if you’re naturally a prevention focused negotiator, or you’re cautious and become prevention focused, this once you’re faced with the uncertainties of what the negotiation process reveals, you can alter your mindset.
You can become more promotion focused, whenever you want to be. All that’s needed is taking a moment to focus on what you need to gain, and what you’re wanting to achieve, while banishing all the thoughts of what you might lose.
For instance, to place yourself in a promotion focus frame of mind, take a few minutes to realize the end result, the “prize” that you may potentially gain in the negotiation, and not what you can lose.
Know what the negotiation behaviors of the other is, and the outcome or outcomes that you hope to achieve during the process. Realize how can you promote these behaviors, more efficiently.
Just Know The Process
It can be that easy, that when you’re preparing for your next negotiation, take a moment by listing everything that you hope to accomplish, and all of the ways that you’ll benefit once you succeed.
Review this list, just before the negotiation process begins. More importantly, shut out any of the thoughts regarding what could go wrong, by refusing to give them your attention.
With a bit of training and practice, this promotion focused method will become easier and should eventually become automatic. Negotiating can then become more second nature to you, if you think about your end goals the right way.
Making It A “Win-Win” Process
What being promotion focused does, is it helps you get a bigger piece of the pie, usually more than who you’re negotiating against will. Also, there doesn’t always need to be a winner or a loser.
When there’s multiple issues which are involved, then there’s the possibility of the various elements to become beneficial for both parties, becoming a “win-win” situation. Give and take.
This since both sides, may not prioritize each of the outstanding issues the same way. One side will usually give up what they consider their lower priority issues.
Then both can usually somehow reach a compromise, that gets what each other wants the most. All you’re doing, is just making the pie bigger.
It’s also not surprising, who benefits the most under these situations, this once both sides are faced with a multitude of issues to be discussed.
The promotion focused individuals, generally reaches their desired outcomes close to 80% percent of the time, this compared to 65% percent of the time for the prevention focused.