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)
41 Energy-and-balance fitness
How well would your car perform if you put dirty or diluted gas in the fuel tank, never changed the oil or brake fluids, and never had a tune-up? How well could you perform in life if you ate only pizza, hot dogs, and junk food; drank only soda, coffee, and alcohol; and didn’t exercise or get enough sleep? Maintaining your energy-and-balance fitness is a lifestyle choice that pays dividends in all aspects of your life over time. Healthy lifestyle choices promote high energy, physical and emotional balance, a general sense of optimism and well-being, and longevity. Unhealthy lifestyle choices result in diminished energy, physical and emotional imbalance, loss of a sense of well- being, and the progressive deterioration and decline of mental faculties and physical health. So maintaining a healthy lifestyle provides an important foundation that indirectly serves you as a negotiator and a human being.
Your energy-and-balance fitness also has a positive effect on others. The natural authority of vitality emanates from energy-and-balance fitness. When you have it, people feel and respond to your strength and presence, and tend to follow your lead. When you don’t have it, people sense your imbalance and weakness, and tend to avoid or take advantage of you.
When you lack energy-and-balance fitness, you cannot energize a room or command a negotiation. You lose your persuasiveness and confidence. You cannot get a “yes” when it counts or close with authority. In any negotiation, your energy-and-balance fitness is an important component and an indicator of your chances of success.
Maintaining energy-and-balance fitness requires basic self-discipline and healthy lifestyle choices. These include the most basic elements of healthy diet, regular exercise, sufficient sleep, and minimal or no consumption of alcohol, cigarettes, and drugs. Other elements include a healthy love life and supportive friends; intellectual stimulation and personal exploration through study, reading, travel, or creative expression; and spiritual rejuvenation through deep relaxation, meditation, prayer, therapy, contact with nature etc.
A balanced lifestyle that includes the above components boosts your energy levels and optimism, and gives you a “PQ” (personality quotient/presence quotient) that will be felt when you enter a room and which will be a compelling force in a negotiation. People are drawn to positive, energetic leaders and tend to agree with and follow them, rather than oppose them.
American oil tycoon J. Paul Getty (1892–1976) has the final word here: “The individual who wants to reach the top in business must appreciate the might of the force of habit, must understand that practices are what create habits. He must be quick to break those habits that can break him, and hasten to adopt those practices that will become the habits that help him achieve the success he desires.”