Negotiation touches every part of our lives. Relationships in business and in our personal lives are negotiated. And the skills to do it effectively can often mean the difference between getting what you want or losing out. You don’t get what you deserve, you get what you negotiate!
In the first section of the book, How to be a Great Negotiator, written by property economist, investor and developer Neville Berkowitz, the characteristic traits of a great negotiator are explored in short, bite-sized nuggets of advice.
Over the next 132 days, we will bring you the traits needed to succeed at the art of negotiating.
(Courtesy of PersonalEmpowerment.co)
Belief precedes attitude; attitude precedes behavior; behavior precedes objectives; and objectives precede action. Action springs from a desire to attain success (as you define it). When any two parties enter into a negotiation, all the above factors apply equally to both.
Beliefs can be positive or negative, can work for you or against you. In a nutshell, what you believe influences and sometimes determines the outcome of your negotiations. A well-founded positive belief in your ultimate success, and in your strategy for attaining it, is an important aspect of any negotiation.
A belief is an assumption that has penetrated your subconscious mind and become part of your operating protocol in a particular area. However, difficulties can ensue when a belief becomes entrenched, as it can prevent you from seeing objectively and responding effectively to a factor which may not conform with your belief. And this can disrupt and derail a negotiation in progress.