|
|
|
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.
|
|
|
Related Articles |
|
Get Paid Fully What You Are Worth When Setting Your Fees For Consulting, Writing, and Design (Popularity:  ): Whatever your expertise is as a freelance creative consultant or supplier in any field of service, one of your most important marketing skills is the ability to negotiate profitable fees with prospective clients. Regardless of the amount, fees should be based on what you feel your time, efforts, and talents are worth. When first starting out, make the effort to determine what other consultants are charging for similar services, and ...
Warning: Don't Cut Prices If You Want To Stay In Business (Popularity: ): If you're in the business of sales, you probably know that making sales isn't easy. It gets even harder when you don't have a grasp on customer psychology or when you don't really understand the sales process. The objective of selling is to close the deal, but it is far more important that you're satisfied with the outcome.This won't be the case if you constantly find yourself lowering prices.However, lowering ...
Winning Arguments (Popularity: ): Plato stated that every message should have a structure like an animal (head, body and feet), so too must our arguments follow an understandable pattern. A confused mind says "no." If the audience can't follow your facts or the substance of your message, then their brains will not accept your message. That's because there is no clear message to accept. At one time or another, you have probably been in ...
Top 7 Secrets to Franchise Agreement Negotiations (Popularity: ): So you are thinking about buying a franchise are you, that is until you read the onerous franchise agreement and thought to yourself; What else does this company want from me? My right arm, first born and soul? Yes, indeed it does seem like that in reading these modern franchise agreements and you think to yourself who on Earth would sign something like that? And yet there are over 500,000 ...
Top 7 Issues with Franchise Arbitration Clauses (Popularity: ): It is often argued in the franchising industry that the arbitration clauses in franchise agreements tend to benefit the franchisee because they allow them to compete against the more well-financed franchisor in disputes arising from the franchising agreement. This is true in many cases because the cost of litigation these days is absolutely insane.However there are often franchisees who complain that the Franchisor has the upper hand in arbitration disputes. ...
|
|
Related Business |
|
Australian Negotiation Skills Academy (Popularity: ): Negotiation skills training courses, designed to your companies commercial requirements.The Negotiation Academy is a negotiation training solution provider and negotiation consulting partner. Our Australian office will be opening in Sydney, with a series of public courses scheduled to be announced in March 2006.
Barbara I. Berschler (Popularity: ): Law firm practicing in business start-up and operation, contract drafting and negotiation, commercial lease negotiation, franchise review and negotiation.
Negotiation Skills Training (Popularity: ): Scotwork Australia: World's Leader in Negotiation Skills Training and Negotiation Skills Courses provider. Want to work with the World's largest independent provider of negotiation training and development?
Negotiation Skills Academy - Europe (Popularity: ): Corporate negotiation in-house training, consulting and interventions. Offering newsletter, articles and self-assessment quiz.
Negotiation Boot Camp (Popularity: ): Negotiation specialist Ed Brodow presents fully customized negotiating skills training seminars and workshops. Located in California.
Tradewinds Negotiation Training, Inc. (Popularity: ): Increase profitability by attending negotiation training. Learn how to negotiate better business agreements.
Impression Management Professionals (Popularity: ): At impressionmanagement.com, we provide training in negotiation to help you enhance all sides of your communication spoken and written to bring you to a new strategic level with your messaging. So, reserve your seat for a one of our upcoming open negotiation or presentation skills training programs in Minneapolis.
Shire Commercial Real Estate (Popularity: ): Find Austin Office and Warehouse space for lease or sale Expert location and negotiation strategies for office and warehouse tenants and buyers. Primarily, we represent buyers and tenants with location and negotiation services that provide an advantage for our clients to lease or purchase an office or warehouse.
Free Credit Card Debt Negotiation Mediator (Popularity: ): CreditCardDebtNegotiations.com provides free debt advice and free debt help for consumers suffering from credit card debt by pairing them up with a debt negotiation company. We have helped countless consumers develop a strategy to reduce their credit card debt at significant saving by pairing them up with a debt negotiator.
Great Expectation (Popularity: ): European lingerie and clothing by Cosabella, Flora Nikrooz and Lady Marlene. Also offers bridal registration.
|
|
|
Print article
Bookmark this page