Assumptions, Expectations, and Reality
As a negotiator, do not inadvertently create a competitive environment or transfer power to the opponent.
Sounds simple. Not. Why not? Because it is linked to your behavior. Your behavior based on assumptions you have made and the expectations you have created on the other side.
Expect the opponent to be competitive, the other party will become competitive. Perceive the other side to possess extreme power, and you will see them behave that way. Your assumptions and expectations can have a real impact on the outcomes.
In one of my workshops, I tested this phenomenon. I told the participants that the workshop would identify collaborative negotiators who could become exemplary leaders. Apparently, my expectations led the participants to adopt a more collaborative style. The teams jointly focused on solutions and derived far better outcomes.
In another workshop, I told a team that the other side is quite competitive. This was not based on reality. But, the team with this perception reduced its demands and achieved worse outcomes. Their opponent got more value and became even more competitive.
Your perception of a competitive buyer may lower your demands unnecessarily and reduce your expectations, generating worse outcomes for you and better results for your opponent. But, the bad news doesn’t end there. Your future talks will likely be with a competitive negotiator – one of your own makings that will probably be not very easy to reverse. This is because, after the earlier negotiation, the opponents will actually change their view of themselves and become more competitive.
Negotiators prepare by assessing the opponent’s strengths and weaknesses. During the analyses, invariably, they make assumptions. It would be best if the negotiators test the hypotheses so that self-fulfilling prophecies don’t ruin the outcome.
Have self-fulfilling prophecies affected any of your negotiations? Please share your experience with my readers in the comments.
Satish Mehta
Author, Speaker, Coach
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