RIGHT MIND SET FOR NEGOTIATION

Most people naturally try to avoid conflict. Conflict is often associated with problems, effort, arguments, clarification, discussions, and the risk of losses or damage to relationships.

Because of this, many people worry about negotiating and see negotiation itself as the problem—as the conflict.

As a result, they try to avoid negotiation altogether or escalate the issue to the next management level at the earliest opportunity, which is simply another way of avoiding direct discussion.

With this mindset, we enter a negotiation already feeling like a loser. And if we start as a loser, we will rarely win.

The reality, however, is that negotiation is not the conflict. The conflict already exists—with or without negotiation. Avoiding discussion does not make the conflict disappear.

Negotiation should therefore be seen as a challenge to find a solution to the conflict, not as the conflict itself.

When negotiation is approached as problem-solving, the mindset changes. Since everyone wants solutions, this perspective naturally creates a more positive attitude—one focused on possibilities, options, and mutual gains.

This positive, solution-oriented mindset —playing to find answers, playing to win— has a powerful influence on both the negotiation process and its outcomes.