The Negotiation Mindset
"We should base our decisions on awareness rather than on mechanical habit. That is, we act on a keen appreciation for the essential factors that make each situation unique instead of from conditioned response." Warfighting: The U.S. Marine Corps Book of Strategy The ability to lead tough negotiations is core skill requirement for many professionals. But the stress can often lead to mistakes, most usually in managing the relationship. Yet it's the relationship that can matter most; where the service or product is what gets you in the door but doesn't win you the contract, clients are looking to form partnerships with those they trust and are more likely to do so where the relationship is strong. Mind inSight™ builds the skills in awareness and attention that negotiators need in order to choose their behaviours and responses more consciously and avoid 'default' or conditioned responses that result from stress and may work against achieving their goal. In particular the skills have been shown to help negotiators to: - Build more positive client relationships - Create an environment that can lead to more innovative thinking - Manage ambiguity more effectively - Significantly improve observation and listening skills - Make more considered responses that further their position ‘These skills are extremely important because we depend on this for successful client relationships’
‘We should have these skills before we make partner’
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In one study of a Big 4 accounting firm, partners high in self regulation (a known outcome of mindfulness) contributed 390% more to annual revenues. (Boyatzis and Goleman 1999)
