Greg Williams

By Greg Williams

Not Thinking Right Can Lead to the Wrong Outcome

Not Thinking Right Can Lead to the Wrong Outcome 150 150 Greg Williams, MN, CSP

“You affect your thoughts by the order in which you think. Always think about the way you think.” -Greg Williams, The Master Negotiator & Body Language Expert

He was flying to Toronto from the U.S. He noticed a $250 difference in the airfare when flying into one airport versus another. He also noted that the two airports were only 13 miles apart. So, he thought, for a $250 savings, I’ll fly into the less expensive airport. That was the beginning of a bad decision! It was not the #right #outcome that he’d hoped for.

When you think about maximizing your outcomes, do you consider the order of your thoughts and how that influences your thinking? At what point do you consider you’ve received enough information before deciding to take action? Those are very important questions to ponder. Because, based on the order of your thoughts, you’ll adopt one action versus another. That, in turn, determines the degree of value you add or subtract to the outcome.

To improve your thought process, consider the following.

The Story:

In the situation with the airports, the ground transportation from the less expensive airport was $250 roundtrip, to get to the hotel and back to the airport. That negated the savings of flying into the less expensive airport. Plus, more time was required to get from the less expensive airport to the hotel. Yuck!

Mistakes in Thinking:

Our friend made the following misjudgments in his thinking:

  1. He figured, since the airports were only 13 miles apart, ground transportation wouldn’t be more than $60 roundtrip – he made that assessment based on travels he’d undertaken in the U.S. – he missed that guess by $190 – ouch!
    • A lesson to observe – everyplace is not like every other place. Unless you have factual data, don’t assume what was true in the past will be constant with the situation you’re considering.
  1. Our friend did not consider calling the hotel and asking for information about its proximity to airports and ground transportation.
    • Had he sought further information – our friend would have received feedback that led him to make a better decision. He would have recognized the value he thought was in the less expensive hotel was a mirage.
  1. Our friend was in a hurry to book the flight and move on to other activities.
    • Sometimes, you should let information simmer before acting on it. In that time, you may consider additional thoughts that alter the value of that information. Our friend’s hasty decision created more angst than he initially realized. Don’t let that happen to you.

Action item:

The lesson offered from this information yes, when making important decisions, you should take note of your thinking process. Pay special attention to outcomes that may leave you in a place that you’d rather not be in – or one that could have been better.

Before committing to an action, consider thoughts you might engage, the order of those thoughts, thoughts that might serve you better, and why you weren’t thinking about those thoughts before the outcome you arrived at. Doing so will lead to more fruitful and happier outcomes … and everything will be right with the world.

What does this have to do with negotiations?

If you’re unprepared for a negotiation situation, your assessment, and the way you respond may later become deemed as being irrational. Thinking about situations you might encounter ahead of time and preparing for them will temper possible negative outcomes – it will also give you more opportunities to consider how to think differently and/or better about the situation.

Therefore, in a negotiation, the order of your thoughts will have a drastic effect on the actions you take per the offers and counteroffers you make – that will determine the outcome of the negotiation. Thus, you should consider what’s motivating your thinking, why you’re motivated to think that way and where those thoughts may lead. By doing that, your thought process and how you order your thoughts will become your greatest assets.

Remember, you’re always negotiating!

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