energize your negotiation performance with a growth mindset€¦ · mindset habits habits, routines...
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Energize Your Negotiation Performance With a Growth Mindset
Dr. Michael E. Gibbs
CEO
Camp BizSmart2018
(c) BizSmart Global, Inc
Negotiation Mindset
Based on the Brain Science Research of
Dr. Carol Dweck, Stanford University
What Is Your Mindset?
1. Making a difference
2. Being happy
3. Being Healthy
4. Being Wealthy
My experience, people speak like 1,2 or 3, but live like #4
Control Your Own Destiny: Choose!
MINDSET HABITSHabits, routines & patterns of thinking
which influence behavior positively or negatively
• Strengths can become weaknesses
• Weaknesses can be turned around
• Learn from everything & everyone
• Observe the behavior of others
• Assume nothing
1. Being clueless about your mindset*
* Hint, see slide #3
Negotiation Mindset: 13 Problems
2. Talking TOO MUCH and listening
too Little
When you listen, you claim power
3. Failing to recognizeyour own strengths
4. Gettingstuck onone issue
5. Failing to see more than onenegotiated outcome or option
Explore all possible outcomes:
• Ask Why? & Why Not
• Invent solutions for mutual gain
• Craft simple agreements
• Avoid “splitting the difference”
• Have a passion for adding value
to all parties
6. Starting with a win-lose mentality
Ask yourself, “whats the worst that can happen” and plan for it
A champion is afraid of losing,everyone else is afraid of
WINNING Pancho Segura
7. Short termthinking
You must have long-range goals
to keep your from being frustrated
by short-range failures
8. Squeezing youropponent toomuch
Hint: Give them some room to win too
9. Accepting opinions & feelingsas facts
The worst battle is between
what you know and
what you feel
10. Negotiating in a hurry
Hint: Time is often on the side of the buyer, but they may not know that!
11. Wanting something too much
Forget what you want for a second, think hard about what you need, the two are very different
You want most what you can’t haveWHEN
You find out
WHO
You are, You find out
WHAT
You need
12. Accepting negotiated positions as final
Only death and taxes are final!! Everthing else is on the table!
Being challenged in life is inevitable,
BEING DEFEATED IS OPTIONAL
13. Believing the other side has allthe power
“THE MOST COMMON WAY PEOPLE GIVE UP THEIR POWER IS BY THINKING THEY DON’T HAVE ANY”Alice Walker
PowerThe willingness to accept what
happens next when there is
no agreement
(Don’t fall in love with plan A, always have plan B, C & D!!)
Tactics To Re-Balance Power❖ Strong and persuasive principles & values
❖ An understanding of the other parties needs
❖ Elegant & simple alternatives
❖“Pocketing” your ego
❖ Testing all assumptions
❖ An excellent working relationship
You are the sum total of what you value and believe.
Knowing you have nothing to lose is EMPOWERING
Negotiation Mindset
Based on the Research of Dr. Carol Dweck, Stanford University
Grow the Pie Keep the Pie I Have
I can improve my skills Negotiation is hard
I will look smart I will look stupid
I can learn from criticism Criticism is hurtful
I am inspired by the success of others
I am threatened by the success of others
Hard work brings success I want to look clever
Mistakes lead to learning Mistakes mean I failed
There is a “Plan B” “Plan A” didn’t work
Control Your Own Destiny----Choose!
Adopt Habitsof HighlyEffective
Negotiators
Habit: Do Somthing Different
“If you always do
what you’ve always done,
You’ll always get
what you’ve always got.”
Regular people have dreams
successful people have goals
Habit: Set BHAG’s*
* Big hairy, audacious goals”
Habit: Fail Forward Fast
There Is No Failure, only Feedback
(c) BizSmart Global, Inc
BLAME NO ONE
EXPECT NOTHING
DO SOMETHINGBill Parcells
Habit: Act Courageously
Nearly all men can stand adversity,
but if you want to test a man's
character, give him power.
Abraham Lincoln
Habit: You Chose!
“The one human freedom that
cannot be taken from you is the
capacity to choose your attitude
in any given set of circumstances -
To Choose One’s Own Way”
Viktor Frankl:
“Man’s Search For Meaning”
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