The Power of a Prospecting Mindset in Negotiations
IN MY OBSERVATIONS OVER THE YEARS, it is clear that many negotiators want to avoid losing, win big and come out strong. I get this. There’s a feeling of security that these words conjure up. In any kind of competition where there’s a winner and a loser, people want to be the winner. Alas, it is these very thoughts that can make the most experienced negotiator susceptible to poor judgment.
Based on a program of research that spans a decade, I would advise people to adopt a different mindset when they negotiate by becoming a ‘prospecting negotiator’.
The concept of being a reviews a fundamental shift in the negotiator’s mindset. The term ‘prospecting’ evokes images of 1800s California and
