Article on Negotiating Change

Healthy and Unhealthy Fears - An Action Plan

© Wynn Solutions 2005. Author: Garrison Wynn

To change from a victim into a volunteer we have to develop and implement an action plan that clearly educates people about the value of our product or service.

One way we can do this is by becoming aware of our fears.

There are two kinds of fear healthy and unhealthy.

Some examples of healthy negotiating fears are:

• "Am I adequately prepared for my meeting?"
• "Do I know the right questions?"
• "Do I know how to clearly explain the value of my product or service?"
• "Is everyone on my team on the same page?"

Some examples of unhealthy negotiating fears are:

• "Will looming changes in the market affect my ability to sell?"
• "Are my negotiating skills hampered the way things have always been done around here?"

Fears that motivate us to prepare for success are good.

Fears that prevent us from coming up with creative solutions, and keep us in victim-hood have to go.

Realizing that we have no control over market changes or our client’s’ reaction to it will automatically reduce our fear. To reduce it further we must enter our negotiations with a well developed value proposition that both educates our clients as to the true value of our product or service and at the same time it relaxes us because we know we are prepared.