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Tomorrow and yesterday cannot help you today

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 few months, we will bring you the traits needed to succeed at the art of negotiating.

(Courtesy of PersonalEmpowerment.co)

94 Present

Being present focuses your concentration on what is relevant now, and keeps your mind from wandering into pointless or distracting thoughts, useless memories, or desires and fears about the future. This gives you greater access to your full potential in the moment.

Being present naturally and appropriately activates all the senses (including the “sixth sense” or intuition) required to discern, interpret, and respond to all the nuances of verbal and nonverbal communications.

Being present in a negotiation allows you to discern and respond to what is happening now, and now, and now. And Now is the “place” where all relationships happen and all communications occur. It is where all perceptions, insights, and inspirations arise. It is where all creative solutions are found. It is where opportunities are discovered to capitalise on during the negotiation. Now is where all negotiations are won or lost.

Being present allows you to respond appropriately and effectively, often in just the right way, to various people, behaviours, and circumstances, pleasant and unpleasant, positive and negative.

The present is where you access your power, because power is only available in the present moment. You can’t access yesterday’s power or tomorrow’s power now. Yesterday’s power is gone, like yesterday’s electricity. Tomorrow’s power is as unavailable now as tomorrow itself.

So develop the capacity to be present in all the moments of a negotiation. Because that’s the only “place” that really counts.


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