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How to Unlock Your Imagination and Win More Negotiations

“To enhance your imagination, don’t shackle it.” -Greg Williams, The Master Negotiator & Body Language Expert

To win more negotiations, you must know how to unlock your imagination. It’s your imagination that will determine how well you do in the negotiation.

As a child, your imagination was limitless and boundless. You could obtain and achieve anything that your imagination could conceive. No matter what it was, all you had to do was imagine it and it became your reality.

You can capture that same sensation when negotiating by using the following insights to heighten your imagination. The heightening of those senses will lead to more winning negotiations.

Know how you think:

When addressing your reasoning skills, do you note if it’s sequential or random; a person with high sequential reasoning skills is better equipped to create a systematic series of actions directed to a specific outcome. You should be aware of the thought process you engage in to maximize your efforts. Doing so will allow you to see the gaps in your imagination, which in turn can lead to heightening your thought process.

Know your senses:

Are you more visual, kinesthetic, or auditory? The answer is dependent on the environment and circumstances. So, how does the environment impact your thoughts? And, in what situations are you guided by one sense versus another? Again, to engage your imagination more effectively, you need to be aware of what and how to ignite it. Having that information will be the key that brings your imagination to life.

Before you can explore the depths of your imagination, you must know how to reach it. Knowing the answers to the questions above will be the conductor that directs you on the path to that opening.

To enhance your imagination process:

Don’t be restrictive with your thoughts. That means, be willing to consider the inconceivable.

Mix elements of your thoughts that may appear not to be related. Even when thinking disparate thoughts, there may be connecting threads that lead to deeper contemplation. Your imagination will reside in that place.

Converse with selected people in your circle that can help you delve deeper in thought.

Heighten your emotional sense of awareness. The more you’re aware of your emotions, the greater the opportunity to control them. Controlling them allows you to alter your perspective, which can lead to an enhanced imagination.

Meditate – Sometimes, your mind becomes so encircled by negative thoughts that you can’t think succinctly. During such times, if you’re at the negotiation table, call a timeout, remove yourself from the table and meditate. Meditation will slow your thought process and allow you to relieve the stress that comes from negative thoughts. Once you feel a sense of serenity, consider sublimating the sublime where your thought process is concerned.

Watch the meaning you assign to an outcome. If you suspect that it will be negative, your thoughts will flow in that direction. Your mind will enter a different thought process than if you’d considered the outcome to be positive. When you’re not sure of an outcome, consider the possibility of it turning out negatively or positively. Prepare for the worse, but don’t dwell on it. Think about the way you think.

When you sense you’re in a negotiation position that generates angst, use the strategies above to unlock your imagination. By unleashing that inner power, you’ll begin to think in a manner that’s more progressive towards winning the negotiation … and everything will be right with the world.

Remember, you’re always negotiating! 

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

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Negotiators: Beware of the Hidden Danger in Free Value

“There’s always a hidden fee in free. Don’t accept free without knowing what that hidden cost might be.” -Greg Williams, The Master Negotiator & Body Language Expert

As a negotiator, what do you consider when you hear free? Do you think about the hidden danger that may lurk in something that’s free? Sure, there could be value in the offer, but you should also beware of the hidden danger in anything that’s free.

When you hear the word free, your brain goes into a sense of euphoria. The endorphins begin to flow at the thought of receiving something for nothing. In such a mindset, you can become susceptible to lowering your guard. Doing that can leave you vulnerable to unsuspecting ploys. That can occur even when you’ve planned how you’ll address such offers. When you find yourself in such quandaries, consider the following.

What’s the offer attempting to achieve:

People are motivated by their aspirations. Thus, during a negotiation when offers are extended, a goal is at the purpose of that offer. If you’re aware of that intent, you’ll be in a better position to assess its potential value. Offers are not equal. Don’t let one that appears to be free become too costly for you to accept. Examine it thoroughly.

What’s to be gained:

Sometimes, acquiring a concession in a negotiation can add value to your overall goals. If the concession appears not to contain a cost, its allure may become bewitching. Be cautious when such appears to be the case. Good negotiators accumulate chits that they can use at other points in the negotiation. Thus, while you’re receiving what appears to be free, what you’re really receiving could be an IOU.

The timing of the offer:

The timing of an offer can obscure hidden dangers. If the intent is to obtain a greater concession, a negotiator may seek smaller ones to build towards the larger one. Thus, in some cases, positioning may be the goal. That means, offering something for free may be the setup or cover up for something to come.

Always be aware of where a concession or request may lead. Since negotiations are the accumulations of gains and concessions, you don’t want to make a concession thinking that it will lead to more gains. Or, acquire gains that are too costly, compared to the concessions you make to acquire them.

What do you have to concede:

In every negotiation, good negotiators have red herrings to use as chits or diversions. They can serve as bartering pieces that don’t contain a burdensome cost to you, or as distracters from the real intent of your offer. In a best-case scenario, a red herring should be perceived as something of value that you possess that can be dangled as a sought-after desire that the other negotiator wants. The more he’d like to possess it, the greater its perceived value will be. Thus, if it doesn’t cost you anything to relinquish, you can heighten its appeal by feigning great concern to part with it. The point is, don’t weaken red herrings by relinquishing them too easily. Doing so will weaken your negotiation position.

There’s a cost associated with everything we acquire, even if it’s just the time that we invest. Because time itself has a cost. If you keep in mind that nothing’s free, you’ll maintain a more prepared mind to assess the hidden cost and hidden dangers that may be concealed in free offers. Doing so will make you a better negotiator … and everything will be right with the world.

Remember, you’re always negotiating!

After reading this article, what are you thinking? I’d really like to know. Reach me at Greg@TheMasterNegotiator.com

To receive Greg’s free “Negotiation Tip of the Week” and the “Sunday Negotiation Insight” click here http://www.TheMasterNegotiator.com/greg-williams/

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