The negotiation is in almost all communications between two or more people; It is inherent in any human interaction. Everything negotiate, although most of the time is at an unconscious level. Negotiation is a fact of life. Therefore, like it or not, we are negotiators, and the more we improve this better competition will be the quality of our life.
After teaching several courses on negotiation and participate in negotiations of all kinds, I am convinced that improving the bargaining power depends not only on acquiring theoretical knowledge, the best deal in a negotiation, it always gets the person, besides having the necessary theoretical knowledge, like the Samurai warriors, He has trained his mind to negotiate from a state of absolute consciousness.
In my opinion, in any negotiations, focused on maximizing the profits of both parties and in strengthening the relationship, there is always a direct relationship between success and consciousness. Mindfulness allows us to train our brain in mindfulness so that we can connect with that innate consciousness within us all.
Jon Kabat-Zinn, an American doctor at the University of Massachusetts, responsible for bringing to the West in 1979 Mindfulness technique, as a scientific discipline, defines consciousness as that innate ability that emerges when we put full attention to the present moment, curiously, nonjudgmental and acceptance.
The ability of mindfulness, applied to negotiation, It allows us to be more fully aware of oneself and the other, have a clearer and fresh view of reality, without conditions or judgments, besides helping us to be more flexible and open, more creative and above all free from the tyranny of thoughts and emotions we experience when we are negotiating and we can weaken or to take an action that does not favor us. It also helps us to choose what we pay attention, avoiding falling into the trap of possible "anchors attention" can hope to get the other party.
All these skills, that we can develop through the practice of Mindfulness, undoubtedly contribute, to give a considerable step forward to achieve our efficiency and value as negotiators.
A practical way to improve our results in the negotiations is to train our minds to pay full attention to what is happening in the present moment, Openable, nonjudgmental and acceptance. This will help us get the skill that most influences a negotiation: the presence.
This allows us to be fully aware of ourselves and the other party, besides helping us to perceive more clearly and objectively the facts and the connections between them. It also allows us to create a spontaneous relationship of trust, using an open style, flexible, demonstrating safety.
A This approach allows us to look at things from many points of view, recognizing that an advantage from a viewpoint could be a disadvantage from another. In addition to listening carefully to the other and connect and use our intuition trusting our inner knowledge, The presence helps us to be open to choose the most effective way of "being" at every moment of the negotiation. It also helps us to maintain an attitude of naivety, as if every trade was the first, lest we dragged from past experience that we can prevent observe with curiosity and objectivity.
To achieve this presence we have to train our minds in order to manage the thoughts and emotions that make us make judgments about the other party or our own doing, so that we can regain the attention in the negotiation.
Be present also helps us manage our emotions. Mindfulness brings out emotional intelligence, that positively affects the performance of any negotiations, both the information acquisition part and decision.
Knowing the relationship between our identity, shaped by our beliefs and values, our thoughts and emotions, It allows us greater capacity to manage these and therefore greater bargaining power.
Thoughts influence our emotions and therefore our behaviors. Being aware of our thoughts allows us to manage them helping to improve our capacity for self-regulation of our emotions and moods. This capability is vital in a negotiation process, if we want to negotiate in the most effective way. It is found that a positive mood reduces impulsivity and increases the tendency to be cooperative negotiator, while it is influencing the emotions of the other party. This leads to develop a more positive attitude toward self and others, and it increases the ability to innovate and be creative, achieving better results in negotiation through the best agreement that satisfies both parties.
Having trained care through Mindfulness enhances our negotiating capacity, because with it we got to have the necessary presence, that allows us to accept what happens in every moment of the negotiation. This gives us the mental clarity necessary to not let ourselves be lead by the other party and take the right decisions in order to get the best deal reached.