Negotiations: Fear of Loss

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JMJ

I've been following the work of Chris Voss in the art of negotiation for some time and subscribed to his email newsletter.

The fear of loss is a huge motivator and it applies to many facets of our lives. In the case of the crisis of the Church, some Catholics lock on to a decision and hold on to it as if it depended on their lives.

They fear losing something. 

In one argument, it became obvious that my opponent feared something. Eventually, it came out that, if I was right about the Crisis of the Catholic Church and the SSPX, then practically everything they believed was wrong.

That is why we need to be aware of the fear that Traditional Catholicism instills in even well meaning Modern Catholics. 

If we're right, then soooo much of what they think and believe is potentially wrong.

P^3

In a tough negotiation, it’s not enough to show the other side you can deliver what they want.

That’s table stakes. Everyone’s doing that.

Real influence?

That comes when you help them see what they stand to lose—and why teaming up with you is the best way to avoid that loss.

• Fear of loss is the strongest force in decision-making.
• People will take bigger risks to avoid pain than to chase gain.
• If you can help them see the danger ahead, and position yourself as the one who can help them steer around it, now you’re not just an option—

 

You’re a necessity.

And if you want that influence to last, they’ve got to believe one thing:

• You can be trusted with their long-term best interests.

Not just today’s deal. Not just this quarter. You’ve got their back for the long haul.

That’s where real leverage lives.

So, don’t just sell what you can deliver. Show them what you’ll help them avoid.

• And make it clear—they’re better off with you in their corner.

That's Right,

Chris

 

P.S. The most difficult negotiations necessitate face-to-face conversations. Is it unrealistic to say you'll prepare most effectively with in-person training?

P.P.S. Real estate agents, now's your opportunity to leave the industry status quo behind and master the methodology that gets results. Discover what happens when you learn to apply Tactical Empathy^® in Real Estate.

P.P.P.S. One of our most popular live online courses, Strategic Negotiations, begins September 9! What's holding you back from accelerating your negotiation approach?