Have you ever changed something about your appearance that made you look dramatically different? How did that go over together with your relatives, friends, & coworkers? I am willing to bet that right off the bat there was some shock when they first encountered your new look. However, over time that faded & things got back to normal. What happened is that they finally came around to seeing you the way that you see yourself. When you are negotiating a deal, this same idea can be a powerful factor in helping you to wrap up a negotiation...
The Idea Of Acceptance Time
The Idea Of Acceptance Time
New ideas take time to be accepted. This is true in actual life as well as in negotiations. In the event you are the bringing a brand spanking new idea to a negotiation, such as a cost increase, or a shorter time in which you need to receive a product, then you need to expect the other side of the table to push back on the idea when you present it.
Acceptance time is the time that it takes for party in a negotiation to accept a brand spanking new idea. This acceptance does not come quickly. In lieu, people need time in order to become used to a brand spanking new set of circumstances.
The reason that acceptance time is such an important part of every negotiation is because all of us enter in to a negotiation with a mental list of things that they need to get out of the negotiation. When the other side presents us with a demand that does not sit well with our list of desired outcomes, they struggle to reconcile what they wish with what is being offered to us.
As negotiators they must recognize that new ideas will grow elderly ideas & ideas that were thought about to be unacceptable when they were initially introduced can become feasible one time they have been on the table long . Allowing the idea of acceptance time to work its magic can permit the other side of the table to come around to our way of seeing the world & will make it feasible to reach a deal with them.
Our perception of reality is initially formed by ourselves. As the other side of the table reshapes this perception, they must fine-tune & this takes time. This is true if the new ideas that the other side is presenting are disagreeable to us.
Expert negotiators recognize that this is a natural method that can be an element of every negotiation. Using this knowledge they both present new ideas early on in the method & then permit time to pass so that the other side can become comfortable with the new ideas. Use the power of acceptance time to permit a deal to be reached no matter how new your proposals are.
What All Of This Means For You
Ultimately a negotiation is all about presenting the other side of the table with new ideas. You ought to expect these new ideas to encounter lots of resistance when they are first introduced.
However, the powerful idea of acceptance time has the ability to transform the negotiation. What was one time unacceptable when you first introduced it, can become understandable & then acceptable in the event you permit time to pass.
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