Make your Decisions in Negotiations

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To negotiate you need to be a decision maker.  Either you or someone else can make the decision of your life.  If you do not make your decisions, someone else will.

It is productive to yield if it is in order to achieve something, and it is unproductive if you yield because you find it difficult to make decisions or are afraid that the other person will get angry or upset.

In a negotiation, to avoid a decision is not a way to decide, but a sign of inability to it.  The indecisive negotiator passively wishes the decision would settle itself. The inability to decide can lead you to not being able to tolerate even a minimum of uncertainty. Your challenge is to overcome that uncertainty that is always included in any decision you have to make.

Continue reading: Negotiation: Costs and benefits