Negotiating Change
Healthy and Unhealthy Fears - An Action Plan

To change from a victim into a volunteer we have to develop and implement an action plan that clearly educates people about the value of our goods or services. One way to successfully negotiate change is to become aware of our fears.

There are two kinds of fear healthy and unhealthy.

Some examples of healthy fears when negotiating change are:

• "Am I adequately prepared for my meeting?"
• "Do I know the right questions?"
• "Do I know how to clearly explain the value of the products or services I represent?"
• "Is everyone on my team on the same page?"

Some examples of unhealthy fears when negotiating change are:

• "Will looming changes in the economy or my company affect my ability to sell?
• "Are my negotiating skills hampered the way things have always been done around here?"

Fears that motivate us to prepare for success are good. Fears that prevent us from coming up with creative solutions, and keep us in victimhood have to go.

Realizing that we often have no control over the changes taking place around us will automatically reduce our fear. To reduce it further we must enter our negotiations with a well-developed value proposition.

Negotiating change armored with a well prepared value proposition both educates people to the true value of our service and at the same time relaxes us because we know we are prepared.

© 2008 Garrison Wynn

Garrison Wynn is a nationally known professional speaker, trainer, and consultant. He is the president and founder of Wynn Solutions providing inhouse employee training and motivational speakers specializing in turning talent into performance for greater business success.
http://www.keynote-speaker-motivational.com