Читать книгу NegoLogic - Peter Frensdorf - Страница 8
ОглавлениеCan you afford to stay behind?
We can all agree that the difference between success and failure is based on making the right choices. The last ten years we have seen exciting developments regarding the decision-making process. It started as a whisper, and it is still only known to very few of us – that we are able to predict other peoples’ thoughts. And if we can in fact foresee, why not direct them?
Commercial Intercourse is better known by the name Negotiations. Surely you have heard of Neuro Linguistic Programming, Priming, Neuro Economics or Cold Reading. Maybe you have seen some examples on television, series like “Lie to me” and “The Mentalist” that made you wonder if those polished tricks had a basis of truth. In assuming this, you are not far off the truth but the answer is no as well as yes. There are ways of influencing each other that remain hidden from most human eyes, yet we can learn to read those signs by raising our Emotional Intelligence. It all starts with acknowledging the very existence of invisible communication.
The manner in which we make decisions can be analysed on a completely new basis. And what can we learn from that? That we are by no means the individuals we think we are – that there are some common denominators, rules of a mental nature, that we all react to.
While we like to assume that our every decision is a careful weighing of pros and cons, in fact the difference between yes and no is often much smaller than we assume and trying to push people around has the opposite effect.
Dr. Milton L. Erickson, the grandfather of Neuro Linguistic Programming, was already describing in the fifties how people, when pushed in one direction displayed the strange urge to go the other way. Their most inner thoughts became transparent: “You cannot make me!” This response is very prominent during negotiations and is one of the cornerstones of the NegoLogic training program.
This much newer development proves that people take important business decisions based on the overall experience instead of bare facts and figures. It isn’t just the details that make us decide, but the manner in which we reach the point of yes or no. In other words, it is the human interaction that plays a large role in NegoLogical thinking.
We are unlikely to separate impulses from decisions yet it is the impulse that often gives us the boost to decide. Because it is not generally accepted that you make important decisions based on an impulse – a hunch – we always look for a ‘valid’ explanation.
This explanation is one of the keys to open the lock to hidden fortunes. The Story2Tell others decide for us. If the story doesn’t add up, our decision is likely to be negative as well. If the story shows that we emerge as a winner, we are sure to agree. And what about the negotiation itself? Isn’t money all that matters?
Surprising as this may sound, the answer is no.
