How A Self Fulfilling Prophecy Can Help Your Negotiation

I first recall hearing the term ‘self fulfilling prophecy’ back in high school. It was likely used by a teacher when commenting on the collective panic over the impending doom of a calculus/chemistry/economics final exam.

While there may be some solid evidence to support that yes, freaking out with ten of your closest friends over the failure of an exam is actually likely to reduce your performance levels, I’ve since embraced the terminology as a reminder that sometimes it  can really be mind over matter.

When athletes are training for a big race, visualization is one of the tools they use to prepare themselves. Creating imagery of crossing the finish line strong, or passing a key competitor helps them bring their best mental condition to the event, in addition to their peak physical condition.

Entering a conference room to pitch a new project, hours of preparation and practice are supported by a positive mindset and a belief that indeed, everything will be quite all right.

The same holds true in a negotiation. Your counterpart may be fierce. There may be a lot on the line for both you and your company. However, rather than take your seat at the negotiating table in a state of fear or worry – go in with an energy that says ‘Yes, we’re going to get this deal done.’

For me, there’s no better way to do this than to have a physical reminder – a talisman, if you will – to keep you focused in the right direction. Looking for something subtle? Try a green pen.

Document reviews and edits can mean that you’re facing a sea of red when you look at a contract. Red is bad. Red means stop. Red means that you don’t have a deal.

But bring that green pen too. And plan on using that green pen. For the checkmarks beside items in your Parking Lot that are resolved. To highlight segments of text that have been agreed to. Even to make notes about potential solutions you’ve uncovered during your discussions.

Go into the negotiation planning to use that green pen liberally…and embrace the concept of a self fulfilling prophecy.

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Devon Smiley is a Negotiation Consultant, and is passionate about helping businesses achieve best possible results in their procurement contracts. For more information on how a Negotiation Consultant can help you visit What is Negotiation Consulting? or get in touch at devon@informedstyle.com

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Photo RW Sinclair