Imagine you’re sitting across the table from someone, trying to strike a deal. Your heart’s racing, palms are sweaty, and you’re desperately hoping to hear those magic words: “You’re right.” But why do we crave this validation so much, especially in negotiations?Let’s dive into the psychology behind this common human desire, and what to do in this situations:
Boosting Our Self-Esteem
Think of validation as a warm hug for your ego. When someone tells us we’re right, it’s like getting a gold star on our emotional report card. It makes us feel competent and valuable, which is especially important when we’re in a high-pressure situation like a negotiation
Creating a Safety Net
Negotiations can feel like walking a tightrope. Hearing “You’re right” is like having an invisible safety net below us. It eases our anxiety and makes us feel more secure in our position.
Confirming What We Already Believe
We humans love to be right. When someone validates our thoughts, it’s like they’re giving a thumbs up to our existing beliefs. This feels good because it aligns with how we see the world.
Protecting Us from Loss
Nobody likes to lose, especially in a negotiation. When we hear “You’re right,” it’s like a shield protecting us from the fear of making a mistake or looking foolish.
The Double-Edged Sword
While validation feels great, it can sometimes trip us up. If we’re too focused on being right, we might miss out on important information or creative solutions. It’s like wearing blinders — we only see what we want to see.
Finding the Balance
The key is to strike a balance. While it’s natural to want validation, remember that the goal of a negotiation is to find a solution that works for everyone. Sometimes, being open to different perspectives can lead to even better outcomes.
So, the next time you’re in a negotiation, remember that while hearing “You’re right” feels good, it’s not always the most important thing. Listen actively, stay open-minded, and focus on finding common ground. That’s the real recipe for negotiation success
