Conserve your Resilient Negotiator’s Budget
= (Time (1) x Effort (2) x $$$ (3) x Creativity (4)
Resilient Negotiators understand that the art of negotiation is about effective decision making, which means paying special attention to your Negotiator’s Budget. Budget comprises the following critical four elements with the following assigned values. The Budget is the mathematical product of these four elements. A central tactic of The Shadow Players is to burn your budget, often by concealing the real decision makers with “blockers”, thereby inducing you to waste your precious resources transacting with the wrong people, i.e. non-decision makers.
Practice:
- Keep track of your Integrity Budget Units (IBUs) in each important negotiation.
- 3 times this week you paid no attention to your Negotiator’s Budget and the results.
- 3 times this week you paid scrupulous attention to Budget and proceeded carefully and frugally, valuing your precious time, effort, financial expenditures, and creativity and the outcomes.
- Track all of this in your Field Notes.