Jun 10, 2021
Human beings are programmed to see the world in A or B options, and this fosters a dichotomous way of thinking that works against us.
When we show up to a negotiation with this mentality in tow, we risk leaving massive wins on the table. In a negotiation, it’s not just option A or option B - there’s an entire alphabet available to us, and we can access it if we shift our thinking.
How do we break from the self-imposed limitation of dichotomous thinking? What are some of the amazing wins we can get when we’re not so fixated on one predetermined option?
In this episode, I’m going to
talk about the danger of thinking in absolutes, how to approach
your negotiation with an open mind and why that will benefit you
immensely.
Three Things You’ll Learn In This Episode
Why a negotiation doesn’t have to be a battle between
their win and ours
If
the floor is their offer and the ceiling is our ideal offer, how do
we tap into the range of options, opportunities and wins between
those two points?
How to overcome the innate programming that holds us
back
We’re
naturally programmed to frame our options in absolutes. Why do we
get so much more out of a negotiation when we push past our brain’s
default, and see things in shades of grey?
The truth about getting to a successful
negotiation
Negotiations rarely end in a situation where
option A or B are the final outcomes. There are countless
amendments and additions that can affect a good contract. Is it
possible for both sides to win?