Energize Your Negotiation Performance With a Growth Mindset Dr. Michael E. Gibbs CEO Camp BizSmart 2018 (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 HABITS Habits, 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
Negotiation Mindset: 13 Problems 1. Being clueless about your mindset* * Hint, see slide #3
2. Talking TOO MUCH and listening too Little When you listen, you claim power
3. Failing to recognize your own strengths
4. Getting stuck on one issue
5. Failing to see more than one negotiated 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 term thinking
You must have long-range goals to keep your from being frustrated by short-range failures
8. Squeezing your opponent too much Hint: Give them some room to win too
9. Accepting opinions & feelings as 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
WHEN You want most what you can t have 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 all the power
THE MOST COMMON WAY PEOPLE GIVE UP THEIR POWER IS BY THINKING THEY DON T HAVE ANY Alice Walker
Power The 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 Grow the Pie I can improve my skills I will look smart I can learn from criticism I am inspired by the success of others Hard work brings success Mistakes lead to learning There is a Plan B Keep the Pie I Have Negotiation is hard I will look stupid Criticism is hurtful I am threatened by the success of others I want to look clever Mistakes mean I failed Plan A didn t work Based on the Research of Dr. Carol Dweck, Stanford University
Control Your Own Destiny----Choose!
Adopt Habits of Highly Effective Negotiators
Habit: Do Somthing Different If you always do what you ve always done, You ll always get what you ve always got.
Habit: Set BHAG s* Regular people have dreams successful people have goals * Big hairy, audacious goals
Habit: Fail Forward Fast There Is No Failure, only Feedback
BLAME NO ONE EXPECT NOTHING DO SOMETHING Bill Parcells (c) BizSmart Global, Inc
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
Camp BizSmart, the # 1 entrepreneurship mindset changing experience for idea makers and world shakers age 8-18 www.campbizsmart.org