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April 26, 2023

The Role of Beliefs in Everyday Conflicts and Successful Negotiations

Over 2 billion couples argue about one thing over and over again, virtually every day.

"Why don’t you put the toilet seat down after you’ve finished?" says the wife to her husband.

He thinks, "Well, I’ve lifted the seat; what’s the big deal?"
And the argument repeats over and over again.

Knowing that some of these beliefs come from our past and have daily influence over our thoughts, emotions, and actions is crucial for the intelligent negotiator to know.

Have you ever been in a presentation where you think and feel you’re nailing it, getting confirmations along the way that you’re going to close the deal?

And just when you ask for the next step, the client says with hesitation, "Let me think about it, and I’ll get back to you."

You're thinking, "What?" It makes perfect sense for the client to go ahead, but they don’t.

You have failed to understand the underlying beliefs affecting the client's decision.

Simply put, despite evidence, people will cling to an old belief.

Two things you can do:

1. Understand their beliefs.
2. Create an effective strategy to change those beliefs and include their existing beliefs in your presentation.

As a result, the client frequently believes that the decision to proceed was their own...