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Expectation in Negotiation

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         Views: 1598
2006-08-28 20:58:42     
Article by Kurt Mortensen

The fact that people's expectations influence reality can help dramatically in the negotiation process. Individuals tend to make decisions based on how others expect them to perform. When we know someone expects something from us, we try to satisfy her/him in order to gain respect and likeability.

You have probably heard the saying "What gets measured, gets done." The same is true for expectations: That which is expected is what usually happens. People rise to meet your expectations of them, thereby turning your expectations into reality. Ever notice how people who think they're going to be fired suddenly experience a drop in the quality and enthusiasm for their work? Then what happens? You guessed it; they get fired. Their belief in their impending termination causes them to act a certain way, and those expectations then work to bring about the very thing that at first was only a figment of their imagination.

Numerous studies have shown how expectation dramatically influences people's performance. For example, in one study, girls who were told they would perform poorly on a math test received poor grades. In another, assembly line workers who were told that their job was complex performed less efficiently at the same task than those who were told that their job was simple. Another case study demonstrated that adults who were given complex mazes solved them faster when told that the mazes were based on a grade-school level of difficulty. Based on these examples, it is clear to see that if you add the use of expectation to your negotiation repertoire, you have one more tool through which you can influence the other party.

Kurt Mortensen’s trademark is Magnetic Persuasion; rather than convincing others, he teaches that you should attract them, just like a magnet attracts metal filings. He teaches that sales have changed and the consumer has become exponentially more skeptical and cynical within the last five years. Most persuaders are using only 2 or 3 persuasion techniques when there are actually 120 available! His message and program has helped thousands and will help you achieve unprecedented success in both your business and personal life.

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