Attitude and Negotiation

Negotiating behavior is primarily determined by mental attitude. If we are to excel in negotiation, as in other fields of endeavor, we must delve deeper than the process itself. Mental attitude is mostly established by our negotiation objectives. If we see the objective of negotiation as “reaching an agreement which satisfies the needs of both parties and with which both sides are happy”, then our mental attitude is not significantly exercised.

Inappropriate Attitudes of Mind

Following is a list of unacceptable attitudes of mind and their corresponding behavior that are of fundamental significance to the result of the negotiations :

Self-Limiting Expectations
Comfort Seeking
Inertia
Attitudes To Money
Lack Of Self-Control
Drives
Self-Absorption
Ego
Submissiveness

There are quite a few mental attitudes that accompany us into negotiation which influence our needs. They are a result of fears, inhibitions, social conditioning, coping mechanisms, ego and drives. Determining them is essential to keeping them in check. Only when this is done can we efficiently posses the process skills that will aid us for a successful negotiation.