Our expolration of the acryonm R.E.S.P.E.C.T. now brings us to the final three elements and how they relate to successful Negotiations…
E. Esteem – Esteem is the state of one’s self-worth. It can range from high to low for different people and while we may be aware of our own state, do we really consider others’ self esteem when we are faced in a negotiation of any kind. Low self-esteem will produce fear and uncertainty which are sure to detract from a postive and progressive negotiating relationship. Conversely, high self-esteem sets the stage for vibrant and uplifting interactions, so bear in mind the state of esteem in both parties. Taking the time to notice your impact on others is critical for a win-win negotiation…Is your self-esteem helping or hindering the process?
C. Courage – Courage in this context means the ability to move through discomfort and uncertainty on behalf of positive outcome. The negotiation relationship is filled with emotions and pressures. You may ask what the connection is between feelings and courage…simply put, you would not need courage if you didn’t feel fear or apprehension in any given situation. Courage is then the ability to face uncomfortable feelings and proceed in a positive direction. The expression of Courage will serve you both personally and professionally when dealing with other parties who are not as in touch with their emotions and will utilize unfair and beligerant tactics to control the situation. The practice of developing Courage may take time, attention and practice, but it will serve you in immeasurable ways.
T. Truth-Telling – This concept is closely linked with Courage; Truth-Telling can be defined as the avoidance of lying, deception, mis-representation and non-disclosure. Mistrust is byproduct of these harmful traits in any relationship. Mistrust in a negotiation will inevitably turn it into a contest of wariness creating a certain win-lose outcome.
Approaching any negotiating relationship with R.E.S.P.E.C.T. will always serve the situation as best as is possible. There are many intricate factors that play out in a negotiation, and the other party may be coming from an angle acute to yours, but using mutuality, proactivity and R.E.S.P.E.C.T. with integrity will always feel the best and generate the most positive outcome possible.
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