The Trading Mind operates under a premise: Control of the Situation. This has no direct relationship with winning or losing what is negotiated, nor does it lead things along the desired route. Having Control of the Situation represents not being overcome by the development of events.
The Negotiating Mind does not operate in terms of a particular Negotiation, rather it understands that its function is to negotiate whenever it is necessary. This is why she does not summarize the measure of her success in an event, no matter how satisfactory it would have been.
For the Negotiating Mind it makes sense what a Competitive Mind sustains: the process is what matters, not the result, since statistically it cannot always be positive. You win and lose with the same frequency (to affirm it from an optimistic perspective), then the event is of no transcendental importance. Only by being efficient in the conception and administration of the process, it becomes effective over time.
For the Negotiating Mind, the process is managed always keeping Control of the Situation. In negotiations this is a very elusive fact, there is a high probability of losing control of the development of things at any time, either by someone else's virtue or own defect. Whereas when Control of the Situation is maintained, even the unfavorable result represents profit.
All Negotiations involve the existence of antagonistic or distant positions, and also the intention of each party to make their own interests prevail. This generates the typical Conflict situation that addresses the Strategic logic.
The Strategy, unlike any method of government, justifies its work by the presence of conflict. And for the Strategos of all time, there has never been anything more valuable than having Situation Control. This is the ultimate strategic advantage.
Who has Situation Control significantly increases the probability of settling the conflict in their favor. For those who do not have it, the negative result is only a matter of time.
When people with similar qualities face each other in a competition, the result is always a consequence of the mental capacity of each one to maintain focus, concentration and rhythm in the development of things. This is what should be understood as Situation Control.
All Negotiation, in summary, represents the following:
- Grant for the purpose of reaching a mutual agreement A process in which you win when both parties lose A means by which you get as close as possible to a required goal using any strategy, tactic, technique and argument that be in the limits of the correct, the current ethics and the law. Everything in Life is Negotiated.
Grant. Win by accepting loss. Approach the objective (not necessarily reach it), and understand that EVERYTHING in this Life is subject to Negotiation.
To achieve this Mind negotiator focuses on the objective of the negotiations is Focuses on the development of interactions and holds an unvarying rhythm in the tasks involved. This is how Situation Control achieves, and this is all you need to optimistically wait for the outcome of the event.
1.- The Negotiating Mind FOCUSES on the objective of the negotiation.
To focus is to direct all the attention towards something in particular, but on the other hand it also means to make “abstraction” of that which is not in the chosen focus of attention. For the Trading Mind the latter is even more important than the former. It is worth as much or more to be aware of what does NOT matter than what is.
All Negotiations are subject to deliberate distractions, premeditated changes in the axis of attention issues, addressing peripheral issues to the detriment of central elements, etc. This is it! Getting the "opponent" to lose balance.
The Negotiating Mind Focuses on the central objective of the negotiation. She never loses sight of what she is chasing, in the same way that an eagle does with its prey. The elements of the set that are outside the “focus” of attention are not ignored, but abstraction is made of them for the benefit of the central. Something may be lost in the process (because in the end all negotiations involve giving in), but the fundamental interests are protected.
The Approach allows us to get “as close as possible to the objective”, losing and giving in to peripheral interests but preserving the core.
How does the Negotiating Mind achieve Focus or capacity for abstraction with any element that is not correlated with the central interest? Having comprehensive knowledge and command of what is negotiated. Only if you know the forest in all its details, you have the ability to focus on a particular tree. It is the domain of the "environment" that allows "particularize". The eagle can focus on its prey and "ignore" other environmental variables precisely because it dominates the latter, so that it can operate unconsciously in relation to them while Focusing on the first.
The Negotiating Mind studies, investigates and dominates the subject of negotiation and applies the Focus to what interests it. In this way you can "give in" and "lose" what is essential to gain what you want.
The Approach requires great peripheral vision, mastery of the environment, otherwise it runs the risk of “colliding” with some element other than the central one. And when this happens, not only do you lose more than you want in the “marginal” aspects, you also lose energy and time to reach the main objective.
2.- The Negotiating Mind CONCENTRATES on the development of the Interactions.-
All Negotiation involves interaction between parties and is made up of a universe of details. Any of these, however small or inconsequential it may seem, can define the situation in favor of one or the other interest.
Given that in any case it is not possible to focus on details because this transgresses the very meaning of what Focus represents, and considering that it is also not feasible to “focus” on details due to their number and variety, the Negotiating Mind Concentrates on Interaction.
Interaction is a "third reality". It emerges from the dynamic relationship that the parties maintain, in this case those that negotiate. Interaction never takes the exclusive form of one of them, it is not a reflection of what one or the other does, it is always the product of what all the agents involved do. Just as a couple IS NOT any of the individuals that make it up, neither is the negotiation.
Interaction is what matters !, that third reality that it represents. One, which on the other hand, concludes simultaneously with the negotiation itself.
The Negotiating Mind does not make the mistake of concentrating on itself or its interlocutors, it does so in the way that the Relationship takes. There he identifies situations, details, opportunities.
The Negotiating Mind does not allow the Ego to take command of the interaction, because this would mean an immediate loss of Control of the Situation. The ME does not matter for the Negotiating Mind, neither does HE, the relevant thing is US. For this reason it is said, with absolute propriety, that a good negotiation is one in which "everyone loses." This is an allusion to US, to that "third reality" that ends up having its own entity.
All negotiations must always be impersonal, precisely because of the existence of this third reality that has its own identity. The starting positions do not cease to be strictly that: a starting point, one that only takes shape at the beginning of the interaction and is never the same at any later time. If any starting position remained the same at the end of the interaction, it would not be a good negotiation and it would not be benefiting anyone.
The Negotiating Mind does not build anything on the starting position nor does it intend to impose conditions on the opposite position, rather it works, sculpts and models "that body" that is taking shape in the interaction. It concentrates on it, and thus maintains Situation Control.
If the Negotiating Mind concentrated on itself, it would be arrogant, assuming that the opposite actions will always be inconsequential, and if it concentrated only on the other part, it would be giving everything from the beginning. Concentration should always be directed towards Interaction.
3.- The Negotiating Mind controls the Rhythm at which the tasks involved unfold.
This is the Time factor that has always been a determining factor in the history of all negotiations.
The Rhythm defines the time in which the Interaction between the parts of a negotiation unfolds. And the Negotiating Mind knows that whoever controls time controls the situation.
The Rhythm defines the speed that is printed to the interaction, and from there of course the time that it finally consumes. The Pace can change at any time, it can go up or it can go down, it can do it as many times as the Negotiating Mind deems appropriate. It is very difficult to fight or defend your own positions before who imposes the Rhythm of the development of things.
How does the Negotiating Mind impose the Rhythm? For the Control he has of the development of the Interaction, for the fact that he has concentrated on it and not on himself or the opponent. The Interaction, as an independent entity, may be subject to Rhythm being imposed on it, while the individual parts do not, or at least not simply. Any type of taxation is the quickest way to complicate a negotiation. An important mistake is made considering printing your own rhythm in a negotiation, and also of course submitting to that of the other party, but printing Rhythm to Interaction everything emerges naturally.
Since the Negotiating Mind is focused on its objective and concentrated on the development of the interaction, it can and must impose the Rhythm of the tasks.
None of this assumes the absence of dynamics in any of the parties to the negotiation. Finally, it is consistent to assume that the Negotiating Mind faces a similar one in the process of settling interests. Then everyone must develop as a negotiator in the same way that great chess champions do: making practice a science, and science an art.
The Negotiating Mind understands that all negotiations take place in an extensive "neutral zone", an area where the color gray prevails, where nothing is black or white, and everything is relative, like the generality of things on this Earth.
Possibly for this it is argued that in Life everything is negotiated, and for this reason it should be affirmed that whoever does not cultivate a Negotiating Mind will have little to do in the distribution of things and opportunities that existence presents.
AUTHOR'S DATA.-
Carlos Eduardo Nava Condarco, a native of Bolivia, lives in the city of Santa Cruz de la Sierra, is a Business Administrator and Entrepreneur. He currently works as Manager of his Company, Business Strategy and Personal Development Consultant, writer and Entrepreneur Coach.
Author of the book: “Entrepreneurship is a way of life. Development of Entrepreneurial Awareness ”
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