The Power of Acceptance

Time and again we’ve all watched people disagree at meetings. What’s interesting is that when people start to take sides, they almost always look away from one another or cross their arms while they emotionally distance themselves. By doing this, people unconsciously create obstacles and barriers in negotiations.

A good way to keep negotiations productive and avoid resistance is to stay positively connected to each other when negotiating. If we see the other party as the enemy, we create mental and emotional resistance; rather, if we see the other party as a friend, we set the tone of acceptance and expand the possibilities of a win-win negotiation.

Remember, every time we look away, turn away, or move away from another person we are creating distance and disconnecting. Understanding these subtle signals give us a tremendous advantage in negotiations. When we send positive signals, we are eliminating obstacles and creating an environment for smooth negotiations.