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We recently covered a big topic that no professional negotiator likes to talk about,....FEAR. Fear is the reason that we negotiate with ourselves prior to even going into a negotiation. We concede to fear all the time and ultimately that means we don't get the great deals that we should. This post will cover the kinds of concessions we all make to fear, prior to a negotiation. It's going to be a 'connector' post (you know the kind - kind of like the middle movie in trilogy, it's not as cool as the others but it's necessary for the story to make sense).
The types of concessions we make with ourselves are fairly straightforward. Generally speaking, sales and procurement people make the following four major concessions when negotiating with ourselves prior to a negotiation:
We concede to fear all the time. And the sooner we come to terms with fear being perceived danger rather than danger itself, the sooner we can recognize what we make concessions on and how we make them. Recognition is the first step. And now that you know you concede to fear prior to the negotiation beginning. What are you going to to about it?
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