Methods for Making Wiser Choices in Negotiations and Achieving Greater Success

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It’s true that successful negotiators make better decisions both before and during negotiations, but do you pay attention to your own motivations when making choices? More importantly, do you think about how your choices will affect the people you interact with in the future? When making choices, remember to factor in how you feel emotionally. Decisions made in the midst of strong emotions can have lasting consequences. To cast such a shadow for too long could prevent the return of the sun.

You’ve worked with the same vendor for many years. You may have begun to feel ignored sometime in the past year. It is not uncommon to be unable to reach the vendor when making a phone call. Many times you have called in an emergency, left messages, and waited for a return call, but no one has ever returned your call right away. You voiced your displeasure with the supplier’s unavailability, and the vendor responded by saying that you and your company are very important to them, but that they also have other accounts to take care of right now. You’re reassured that the company still values you as a customer. It’s been going on for what feels like months now. You’ve been feeling neglected, but you don’t want to go elsewhere for fear of upsetting the balance of the trust you’ve built up with your current provider over the years. Suppliers often offer discounts and extended payment terms when times are tough, as was the case when your company was experiencing severe financial difficulties. You’ve given her company a chance to grow since then.

You’ve reached the point of exhaustion with your current supplier because they are not providing the level of service you require. Where do your emotions rank in your list of priorities? Do you feel anything? What does your gut tell you should be your next course of action?

Heed your gut instincts when it comes to making important decisions. The act of elevating a subconscious feeling to a more conscious level is often at the root of intuitive insight. It’s a warning that you should pay closer attention to whatever it is that’s being signaled. It’s the kind of thing that could completely change the course of a negotiation and, by extension, your life. Don’t write it off so quickly

Consider what worries you the most and why as you weigh your options. Next, make a list of your top worries. Take comfort in the knowledge that the majority of your worries are unfounded. Therefore, avoid giving an unfounded worry too much importance.

Consider the long-term strategy in light of your end-game (i.e., the overall outcome you are seeking) and how your current decision will affect that strategy.

If your current provider can’t help you or doesn’t provide what you’re after, be ready to send in a replacement and/or try a different tactic, just like in a game of sports. This way, you can avoid the potential pitfalls of becoming overly dependent on your current provider.

See, that’s the crux of it. Don’t hold yourself mentally hostage because you can’t get what you want and/or need from a supplier, especially if they’re no longer providing the level of service you require. As a result, success lies ahead, so commit yourself to a state of perpetual forward motion. It may be difficult, and you may need to end some relationships, but once you make up your mind to move on, you’ll find that life is much better for it.

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