Enjoy Elegant Success

  I often encounter business leaders, sales directors and key account executives who get so immersed in their negotiations, that they tend to overlook the obvious verbal or non-verbal cues , patterns, preferences and team-dynamics of the people they engage with. They become so fully focused on the negotiation process, that they disregard these essential keys, which could often help them to create better business deals.     In effect, these executives have become blind to what expert negotiators view as essential information. In business negotiations, you won’t get what you can’t see! I have come to view this as a side-effect of the respective executive’s blind spot . In medicine, the blind spot is the area in the visual field, which corresponds to the zone on the optic disc of the retina in your eyes, where there is a lack of light-detecting photoreceptor cells . The brain interpolates the missing input-data, which is not available in the...