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Finding yourself falling into the same traps time and time again? Would you like to avoid coming out on the 'short end of the stick' after negotiations?
Resist the temptation to forge ahead and forget your mistakes. There is some good in reviewing the events leading to a failure without it becoming an unhealthy guilt trip. Document a case history in a manner similar to the case study methods used in most management schools that follow the learning process perfected by the Harvard Business School.
Develop your own case studies. Nothing too elaborate but, including most facts and observations. The more details on how the event began - the better.
The act of documenting develops new thought processes. As you examine and record transactions you begin to recognize the earliest signals more clearly. You will see how large problems can result from initial small, unnoticed signals. As you proceed, you will be able to develop alternative solutions for similar occurrences. You will develop an attitude for converting warning signals into opportunities.
As your case study files increase, you will be able to link common elements that occur in all of your negotiations. To catch the early warnings of trouble, we must be alert to new information and to the subtle deviations from the way things typically go.
In the future you will be able to heed the old Vedic proverb, "Avert the danger not yet arisen."
Years ago on the Ed Sullivan show, Comedian Myron Cohen always got a big response from telling the same joke during each of his frequent appearances.
"Doc my arm hurts every time I do this (bending his arm.) The doctor said, 'Don't do this!'"
I've used this many more times than Myron repeated it. It's great advice but, not as popular as when Myron tells it as a joke to a New York audience.
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