The Danger of All-or-Nothing Thinking in Negotiation: How to Shift Your Mindset & Implement a Strategy That Guarantees a Win for Everyone

podcast Jun 10, 2021

Human beings are programmed to see the world in A or B options, and this fosters a dichotomous way of thinking that works against us. 

When we show up to a negotiation with this mentality in tow, we risk leaving massive wins on the table. In a negotiation, it’s not just option A or option B - there’s an entire alphabet available to us, and we can access it if we shift our thinking. 

How do we break from the self-imposed limitation of dichotomous thinking? What are some of the amazing wins we can get when we’re not so fixated on one predetermined option?

In this episode, I’m going to talk about the danger of thinking in absolutes, how to approach your negotiation with an open mind and why that will benefit you immensely. 

Three Things You’ll Learn In This Episode 

  • Why a negotiation doesn’t have to be a battle between their win and ours
    If the floor is their offer and the ceiling is our ideal offer, how do we tap into the range of options, opportunities and wins between those two points? 

  • How to overcome the innate programming that holds us back
    We’re naturally programmed to frame our options in absolutes. Why do we get so much more out of a negotiation when we push past our brain’s default, and see things in shades of grey? 

  • The truth about getting to a successful negotiation
    Negotiations rarely end in a situation where option A or B are the final outcomes. There are countless amendments and additions that can affect a good contract. Is it possible for both sides to win? 

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