Honestly, the whole idea of negotiation gets a bad rap. In fact, for some people the idea of deliberately entering a discussion where roadblocks, obstacles, differing goals are central to the conversation is right up there with public speaking. And that’s a problem.

A Negotiator Mindset™ is a decision to be intentional about the way you move into conversations, be that with a coworker, a supervisor, or even a spouse. It’s shifting the way you approach any given situation, seeking the best possible outcome over simply “winning.” It means you are prepared, flexible, objective, clear, and confident in your dialogue—not shrewd, aggressive, and selfish.

A Negotiator Mindset™ is neither manipulative nor combative. In fact, I believe it’s the key to professional and personal success.