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STEFAN AARNIO

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study of negotiation. These people are improvising, and any success they have is pure talent or luck. To study a proven system and follow the process is the only path to sustained success. Luck and talent always fall short of discipline and systematic study and application.

(5.) Unawareness of the Subject of Negotiation—Many negotiators do not even know that negotiation is a skill to be studied, learned, and measured. If you do not even know that the subject exists, how can you study it? How can you improve? How can you master it?

(6.) No Experience in the Field—Shockingly, we live in a culture in the Western world where people can go through life from the cradle to the grave with very little practical experience as a negotiator. When they buy a car, they pay full price. When they buy a house, they pay within 3 percent of the asking price. Should they need to negotiate for something, they have very little experience to rely on, if any at all.

(7.) Failure Belief—Many men and women who succumb to social conditioning from the Western school system believe that failure is fatal, and they terrified of failure. Furthermore, they may believe that anything new they try they will fail at, and this failure belief is major inhibitor to success in negotiating.

(8.) Lack of Discipline—Nothing can be mastered without discipline and a steadfast commitment to doing things that are uncomfortable. Negotiation is a skill and process that is frequently uncomfortable and dedicated discipline to the subject is the only way for anyone to become adept or a master negotiator.

(9.) Fears—The best version of ourselves is on the other side of our fears. There are six major fears that hold us back from everything we want and they are:

Six Ghosts of Fear

1.)

Fear of Death—The mother of all fears and the ultimate unknown in life.

2.)

Fear of Failure—Will keep a negotiator from taking new risks.