Creating Intersection of Expectations
The best thing that I get to do in my job is create winning situations for people and companies. I’m not the only one. When I look around at my world, people do it everyday. My kids are trying to shift my expectations, and I try to shift theirs. In practically every facet of life, these intersections that are all around us are in play. In some cases, there are traffic jams, and in some cases a new autobahn is formed to stream information and ideas.
The universal thing that I have found in business dealings is that the setting of expectations weighs heavily in the level of success upon completion of the project. The Canadian men’s hockey team is playing today and the expectations are high. It will be hard for anyone to accept less than Gold today.
Entering into a successful negotiation means that you have gain a clear understanding of the other party’s expectations. You can then work to align your plans to best fit their desired outcome, but you can also see where you can maximize your own benefit. Some would say that this is greedy, or opportunistic, and it is, but this is the nature of the capitalist free market. There are also worse things than creating a win-win situation.
Use information and communication to create the intersection of expectations and success will follow.
Steven C Davidson – Pursuit Placement Group