It isn’t our position, but our disposition that makes us happy. Remember, some people freeze in the winter. Others ski. A positive attitude always creates positive results. Attitude is a little thing that makes a big difference. - John Mason
Successful negotiation requires positive energy and the creation of an environment that encourages cooperation. The attitude with which you enter a negotiation and the energy you diffuse plays a determinant role in that negotiation’s success. Positive energy increases your level of confidence and your capacity to absorb stress, makes you more influential, and opens your mind. People will also be friendlier if you adopt a positive attitude.
A negotiator will generally make fewer mistakes when their mind is positively charged, and they feel empowered. Negativity narrows their focus and tends to aim it in the wrong direction (often at themselves)
The benefits of business dinners are often under-estimated. Some people may still think that the most economical and efficient way to close a deal is to lock a counter-part in a conference room with a few sandwiches, then “cook” this counter-part for a few hours until he/she signs at the bottom of the page. This may be the case when a commercial agreement needs to be formalised with a team of advisors, but it may not be efficient enough for obtaining a good commercial agreement.
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