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Demand more from yourself

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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)

44 Expectation

A healthy expectation is a vision of what is possible, desirable, and worth devoting your time and energy to achieve. High expectations are motivating pictures in the mind of a great negotiator.

But expectations are a two-edged sword. On the one hand, it’s good to have positive expectations about yourself, your potential, and your future. On the other hand, expectations of others, or of outcomes beyond your control, can set you up for disappointment and frustration. Healthy expectations are balanced with detachment.

If you have high expectations of yourself but fail to develop the necessary skills and qualities that lead to success, you will experience frustration and achieve haphazard success at best and, at worst, perennial failure. If you develop the necessary skills and qualities, but set your expectations too low, you will likely be a successful underachiever who never fulfils your potential.

Great negotiators and high earners develop the necessary skills and expertise, set their expectations high, do everything in their power to fulfil them and accept the outcome with equanimity. They are found amongst the elite in every area of human endeavour.


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