The High Cost of Indecision & Personal Affinity in Negotiation
The High Cost of Indecision & Personal Affinity in Negotiation
During the past four years every thought, idea and concept that I've ever known about the subject of negotiation has been brutally tested, brutally tested.
At the end of the day the lessons or insights that seem to be most significantrevolve around the high cost of indecision and personal affinity during negotiation, especially during significant negotiations.
Perhaps no mistake in negotiation is costlierthan that of allowing personal feelings or personal affinity to interfere with sound tactical and strategic insight. That is exactly why most people should NEVER attempt to negotiate alone or on their own behalfwhere significant issues and personal relationships are involved; because those personal relationships and that personal affinity will promote and produce indecision which will surely become your worst enemy and your counterparts best friend.
Dr. Steven Covey suggests in his book "The Seven Habits of Highly Successful People" that we should always "Start with the end in mind". One application of this habit as related to negotiation is to remember that keeping our desired end in mind will better protect us from allowing our personal feelings, personal relationships and affinity toward those with whom we are negotiating to overshadow our commitment to our desired end or goals and objectives. Failure to remember and to practice this rule can be very costly.
The tactical antidotes for this issue essentially come down tothe following: If you are going to enter into a negotiation (especially a competitive negotiation) be prepared to abandon your personal feelings and personal affinity or be prepared to get your butt kicked. Secondly, in a competitive negotiation where personal relationships are important make no mistake about the fact that you are absolutely your own worst enemy so get help from an impartial and skilled collaborator. Finally, remember this simple truism Only a fool fails to recognize that indecision kills everything in its path'