From the Reaching Resolutions vault
I think there are some similarities.

Zen and….Negotiations?

Yes.
The word “ZEN” implies a thoughtful, meditative approach to whatever comes after.
You know like Zen and Basketball.
Zen and my motorcycle.
Zen and the Martial Arts.

What is Zen anyway?
According to my go to Mr Google source site known as the Urban Dictionary, the top definition is:
“One way to think of Zen is this: a total state of focus that incorporates a total of togetherness of body and mind. Zen is a way of being. It also is a state of mind. Zen involves dropping illusion and seeing things without distortion created by your own thoughts.” (emphasis mine)

What’s that mean?

In my martial arts training..(yes I study martial arts) I was taught to view Zen as simply a state of mindfulness where no thoughts distracted me from doing/being whatever I was attempting
at that moment.
I didn’t think, I just did.

So how can I adapt the Zen mind with negotiations?
Stop thinking is the short answer. Or to be more precise, stop Over-Thinking.

If you are at a peace with yourself – your proposals, your position, your goals, you rid the process of anxiety.
How to get to the state of peacefulness?
Simple answer, Prepare Yourself.

At the negotiation table I used to be afraid that I wouldn’t know as much as the other side. They might pose a question or state an objection and I worried I wouldn’t be able to answer it. Then I’d get embarrassed and my neck and face would turned bright red.

At that time of my career, I did what I (over) thought I needed to do.
I overcompensated. I just kept talking.
I know you’re probably surprised that I can keep talking. And talking.

As long as I did that, they couldn’t ask me anything. Or object either.

It took some time before I figured out I didn’t have to have a ready answer to every possible question.
No, I discovered my “principals.” As in my go to authority. I’d simply say, I’ll have to get back to you.
And with that, I bought myself some time – time to check with my principals, reveiw, research or simply catch my breath.

I no longer had to be the smartest guy in the room. A tremendous weight lifted off my shoulders. Now, I spot the person who feels the need to be that guy and use it against them.
As the smartest one in the room, they can’t allow themselves to be wrong.
The smartest guy in the room.

That problem now solved.

And if you are the smartest person in the room, prepare yourself.
Better get your head together, I’m coming for you.

That’s my Zen talking now.

JT