The Negotiation Book: Your Definitive Guide To Successful Negotiating

4.2. 2. SELF-DISCIPLINE:

To understand what to do, and to do that which is appropriate

Self-discipline: it's an everyday term, yet in negotiation it requires you to separate your behaviour from your feelings and emotions.

It allows you to be what you need to be and what the situation demands of you, rather than behaving in a way that satisfies your own emotions. Self-discipline does not require you to be a different person, but to fulfil the role requirements at the time to help you perform. For example, remaining indifferent about the potential of a proposal tabled may be more appropriate than showing enthusiasm or excitement. Having the self-discipline to resist showing emotion helps you remain calm in appearance. This is not to suggest that you should remain indifferent to all proposals made in your negotiations, but to be disciplined enough that you present the signals you want the other party to read.

Actors understand how to behave deliberately when delivering a line, both verbally and non-verbally. They orchestrate the behaviour of their characters as a conscious competent, and are able to retain their composure. The difference is that they are working with a script, whereas for the Complete Skilled Negotiator there is no script.

Patience and the ability to handle frustration is a quality found in most experienced negotiators. It is highly frustrating trying to get the other party to agree to something they appear reluctant to do. However, this can be achieved by the use ...