An empirical long-term study of stratagems over 10 years and more than 30 years of practical experience from consulting, training and coaching work by Rainer K. Lessing form the basis for interpreting and making recommendations for BlindSpots. The distinctive and special features in your particular selection of positive (+) and negative (-) stratagems are based on your emotional and spontaneous perception of stratagems. This data is genuine as it has not been discovered by thought, questioning or interpretation.
 
Where does the BlindSpot in every person come from?

1. Every person has had to suppress many feelings of anger, sadness, fear and joy in different situations during the course of their lives. They put them in their "black box" in their gut feelings. In order to survive and be loved or be recognized and show respect, in order to apparently agree with parents, friends, teachers, professors, managers, customers, suppliers and partners in relationships, we have suppressed part of our feelings.

2. These deep emotions have led a kind of shadowy existence in our gut, heart and our soul, in what is known as the emotional body, for many years. They have become an invisible character for us and part of our thinking and behaviour, which is no longer conscious. The BlindSpot became our Achilles heel, our vulnerable point in negotiating. In the same way as the BlindSpot when you are driving a vehicle. If we try to recognize cars travelling behind us in the outside or inside mirror, we will not see them if they are travelling at a particular angle. This can lead to accidents.

3. We judge people who use stratagems that we regard as negative in negotiations. We suddenly concentrate on nothing but the person and no longer on the matters being negotiated or the issue at stake. Our attention is diverted and therefore we become unsure of ourselves. Our opponent can very quickly use our weakness and proceed against us strategically. This is a bad scenario for WinWin or TwinWin solutions and we will have to make do with LoseWin solutions but we are often unable to see this.

More detailed BlindSpot-analyses and dialogues can be carried out individually in workshops and individual coaching sessions. They achieve huge changes in behaviour and success in managing negotiations.

The results of the emotional perception of the 36 stratagems.

During the empirical long-term study over a 10-year period, the following results emerged for all users:
48 (+) positive stratagems are viewed as mainly positive in negotiations. We have marked these in the tools with a plus sign (+). They should preferably be used if a compromise and consensus are to be achieved.
49 (-) Negative stratagems are viewed as mainly negative by all users. They can be useful in the case of specific and managed disputes. They are marked by us in the tools with a minus sign (-).
19 (+/-) Positive and negative stratagems have an ambivalent effect, i.e. both positive and negative. If they are used, communications with words and deeds must be very clear in order to achieve the desired results. They are marked with a plus (+) and a minus sign (-) in the tools.