The fact that people's expectations influence reality can help dramatically in the negotiation process. Individuals tend to make decisions based on how others expect them to perform. When we know someone expects something from us, we try to satisfy her/him in order to gain respect and likeability.

You have probably heard the saying "What gets measured, gets done." The same is true for expectations: That which is expected is what usually happens. People rise to meet your expectations of them, thereby turning your expectations into reality. Ever notice how people who think they're going to be fired suddenly experience a drop in the quality and enthusiasm for their work? Then what happens? You guessed it; they get fired. Their belief in their impending termination causes them to act a certain way, and those expectations then work to bring about the very thing that at first was only a figment of their imagination.

Numerous studies have shown how expectation dramatically influences people's performance. For example, in one study, girls who were told they would perform poorly on a math test received poor grades. In another, assembly line workers who were told that their job was complex performed less efficiently at the same task than those who were told that their job was simple. Another case study demonstrated that adults who were given complex mazes solved them faster when told that the mazes were based on a grade-school level of difficulty. Based on these examples, it is clear to see that if you add the use of expectation to your negotiation repertoire, you have one more tool through which you can influence the other party.

Kurt Mortensen

Kurt W. Mortensen is one of America's leading authorities on persuasion, motivation and influence. Kurt spent 15 years researching personal development and motivational psychology and is currently a professor on the university level. He offers his speaking, training, and consulting programs nationwide, helping thousands achieve unprecedented success in business and personal endeavors. Kurt is author of Maximum Influence, an Amazon.com bestseller and is endorsed by Stephen R. Covey, Brian Tracy, Robert Allen, and Mark Victor Hansen.

?This is truly remarkable information,? said Dr. Stephen R. Covey, Author of The 7 Habits of Highly Effective People. ?It is based on solid scientific research and extensive field experience. It contains unbelievably comprehensive and fresh new angles and insights to persuasion, using immensely practical examples.?

"This is a great,? said Brian Tracy, Author of Advanced Selling Techniques. ?Magnetic Persuasion shows you how to immediately influence and persuade other people in every area of your life."

Mortensen received a bachelor?s degree in Communications/Advertising from Brigham Young University in 1992 and an MBA in Marketing and Consumer Behavior from the University of Pittsburg in 1993. He presented on the speaking circuit with Brian Tracy, Dennis Waitley, and Les Brown.

He teaches that success in every aspect of life depends on the ability to persuade, motivate, and influence others. He combines scientific research with real-world studies to provide the most authoritative and effective arsenal of proven techniques for persuading, influencing, and motivating others.

?Kurt has provided the most complete work on persuasion and influence I have ever read,? said Robert G. Allen, Author of Nothing Down, Multiple Streams of Income, and The One Minute Millionaire. ?Nowhere in persuasion literature have I ever seen the art and science broken down into such thorough and easy-to-understand concepts, covering every aspect of persuasion imaginable.?

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