Motivational speaker Harvey Mackay recently wrote a column about discipline. He states, “Most people aim to do right; they just fail to pull the trigger. For whatever reason, they just don’t have the wherewithal to finish the job. They are lacking discipline.” He describes discipline as “sitting down and setting goals, figuring out a schedule to achieve those goals, and then following your plan.”
We couldn’t agree more. The research definitively shows that negotiators who take the time to strategically prepare for their negotiations get better results than those who don’t.
Despite this, most folks still negotiate instinctively. That’s where discipline comes in. Individually, it’s important to recognize the need to be disciplined and follow through. For managers, Mr. Mackay suggests they “provide the motivation that keeps (their employees) moving forward. Perhaps most importantly, a good manager must model self-discipline.” Our ExpertNegotiator Planning & Management Software can help with this.