When starting a negotiation, you need to be aware of what kind of internal dialogue is going on in your mind. Chances are, if you’re like most average negotiators, you’re experiencing some version of the Assumption-Compromise-Assumption thought process.
First, the chain of events is established by fear or doubt in your position in the negotiation. You think there is something wrong with what you are offering, or there is fear that your opponent will trade.
What goes on in your head is something like this: “I wonder if they will think that my consulting service is too expensive. Maybe I should lower the price a bit. Maybe they’ll think I’m crazy for asking so much. “
The first assumption is that the person you are negotiating with will think your price is too high. So, you start to compromise by lowering your price. You justify that with another assumption that they would certainly think you were crazy for asking such a high price.
You have just successfully traded against yourself before you even met the prospect. Why did this happened?
The main culprits are a lack of confidence in what you offer and a lack of a proper trading system.
First, go back to step one and really consider what it is you’re offering. Whether it’s a product or a service, analyze its value and make sure you feel comfortable representing this product or service.
The car ride to the prospecting office is not the time to think about this. You should be confident in your offer long before you make an appointment to negotiate with someone. If you haven’t already, go back and make sure you do or you’ll be stuck in the Assumption-Commitment-Assumption trap forever.
Now that you’re 100% certain you’re offering something of value, it’s time to turn on your self-talk monitors. Be aware of what you are telling yourself and be sure to classify something as an assumption or a commitment as soon as you recognize it. Then take a step back and recheck your new confidence in your offer to counter this assumption. Does it look like this:
“I wonder if they’re going to think my consulting services are too expensive. Maybe I should drop my… wait, that was an assumption! in which I am supposed to do it, I can increase your profit margins by at least 10%, which would more than pay for the service I offer, so there is no reason to think about lowering my price, I am offering a value real”.
This kind of self-awareness and self-control does not come easily. It will take a lot of effort and a real focus on changing your mindset. But, if you make that effort, your trading skills will improve drastically and your confidence level will also rise to a new level. Put an end to the Assumption-Commitment-Assumption trap now.