1. What is the 'BlindSpot'?

The “BlindSpot” is the name of the psychological and stratagemical BlindSpot- Analysis in self-awareness within business excellence 36. This is where one’s own "BlindSpot" is revealed. This means our own prejudices, weak spots, habits, addictions, aversions and preferences. These are invisible to us (blind) but very obvious to those around us.

2. What do I need the "BlindSpot"- Analysis for?

The "BlindSpot" gives me the option of allowing myself to experience a psychological and stratagemical awakening within me. By discovering my own "BlindSpot" I am in the position to recognize the opposing party’s weaknesses and to increase my own stratagem competence. The increase in the quality and efficiency of my behavioral actions and negotiation increases the chances of sales and profit.
Only when you know and recognize your own "BlindSpot" can you relay messages to other business people and lead negotiators and negotiate and act with greater profits.
Recommendation: Make yourself aware of your own negatively perceived stratagems. When negotiating be aware of when the opponent uses these against you! Do not fall into your own trap!

3. Which advantage is it to know my own "BlindSpots"?

Only when I recognize my unconscious stratagem behavior and understand my own characteristics I can recognize the power- and stratagem- games that the opponent is involved in. Understanding one’s opponent comes as an almost automatic result of self awareness. If you now know where your BlindSpots are and more advantageously where those of the opponent are, you can consciously amend your strategy and completely confuse or surprise the opponent that is to say that you negotiate artfully. Otherwise you are just feeling your way in the dark and use up unnecessary negotiation energy.
By having the BlindSpot- Analysis you increase your self-awareness. You learn to accept your BlindSpot and that of the opponent and deal with it. As a result of this personal growth and expansion of your horizon, you are in the position to negotiate artfully TwinWin solutions strategically and artfully.

4. What is the significance of the Yin Yang principle for the BlindSpot?

Awareness of self and the opponent work according to the yin-yang principle, the "both/and" principle. The one follows the other.

5. How long does the BlindSpot- Analysis last?

You need approximately 45 minutes to read, evaluate and recognize the secret of the causes of your own hidden behavior.

6. Why do I need all four colors for the BlindSpot- Analysis?

The stratagems produce different Negotiating Power and Warmth by Heart in acting and negotiating according to the colours Red, Green, Blue and Yellow. To uncover the BlindSpot in the best way possible, it is necessary to take into account at least one stratagem from each colour area.

7. What is the BlindSpot Evaluation based on?

The BlindSpot- Evaluation is based on the 10-year empirical stratagem long-term study and the analysis as a comparison. These include the practical experiences derived from Rainer K. Lessing’s consultancy, training and coaching work. Your BlindSpot- Analysis will be compared with the decisions made by other stratagem users and their „Acting and Negotiating“ experiences gained from the daily business of executives, managers, salespeople, buyers, marketing and financial experts and project managers – both of men and women of all ages - in companies of varying sizes.

8. Why are Stratagems seen as Positive (+) and Negative (-)?

The distinctive features and special nature in your special choice of positive (+) and negative (-) stratagems are based on your personal emotional and spontaneous perception. These details are real, as they have not come from reflecting, asking and interpretations but from spontaneous intuition

9. What does Emotional Stratagem Perception mean?

The empirical long-term study has shown that there are neither positive nor negative stratagems! 50% of all stratagems were rated as both positive AND negative by those questioned. The emotional evaluation of a stratagem lies in the subjective perception of each individual negotiator. The emotional evaluation is therefore different for each individual and depends on what the BlindSpot owner perceive Stratagems.

10. What are the causes for different + and – Stratagems?

The cause of sometimes very different emotional stratagem gradations lies in the past life of each individual participant and his/her emotions such as anger, fear, sadness and joy. People in our direct environment, such as parents, teachers, fellow students, professors, managers, lovers and spouses, etc have caused us to suppress certain experiences and to hide these in our “black box”, our gut feeling. Without being able to ever live out these resentments, these emotions have resulted in a “shadowy presence” in our heart, our soul and in our gut, in the so-called “Emotional Body”.

11. When will my BlindSpot be visible to others?

In spontaneous situations, reactions, intuitions such as in negotiations or this BlindSpot- Analyses our “Black Box Emotions“ come to the surface and are seen as being negative or positive. They sometimes have the same effect as an open physical wound. Each negotiation opponent and you yourself are most vulnerable in those places where emotions have been suppressed in the past.

12. How should I react to “Negative Stratagems” used by the opponent?

If the opposing party applies your negative stratagems against you, he has discerned you and your BlindSpot. He will be judged by you although he himself has experienced this as a positive and successful thing. He usually does not have any further opportunity of persuading you of his opinion because by choosing this stratagem you have become "blind" to the actual objective of the negotiation. You switch off, are distracted, do not concentrate and easily make mistakes.
With the BlindSpot- Analysis and your self-awareness, you learn what your BlindSpot is and then accept that of the opponent and you learn how to deal with it. As a result of this personal growth and the expanding of your horizon, you are in the position to negotiate strategically artfully TwinWin- Solutions, the highest Level of Business Excellence 36.

13. How do I discern what my BlindSpot is?

To discover your own BlindSpot, use the BlindSpot- Analysis under “Solutions” and “Guide” Self Trainings Course: “The BlindSpot-Course”. You will be guided through the menu. Additional information about the procedure can be found in the “Guide” under the tabs FAQ and Glossary.

14. How should I react to counter strategies employed by the opposing party?

Stay calm and breathe deeply! Use STOP stratagems! Do not lose sight of what the negotiation is about, as this is the only way for you to remain on track and not make any errors based on emotions. Tell yourself: He is allowed to do this. The opponent may use this particular stratagem which I see as being negative. He views the stratagem applied as positive, otherwise he would not use it.
Thanks to your self-awareness gained from the BlindSpot- Analysis, you are in a position to maintain an overview and to put a STOP at the right moment. Take a break. Question the stratagem used and gain time. Learn over time and with your new “self awareness” learn to appreciate the stratagems which you previously rejected and saw as emotionally negative. Use these stratagems little by little in your negotiations with enjoyment, faithful to the motto: “act as if”, that means behave as if you already appreciate the stratagems that you would usually reject. This is how you show personal growth.

15. What results will a BlindSpot- Analysis have for me?

You will clearly expand your negotiation options, your compromising and consensus skills. Previously a negotiation ended earlier and was lost to both parties as soon as the opposing party used a stratagem that you perceived to be negative and vice versa. If you use a positive one, the opposing party sees it as being negative. Now you are in control as to whether you want to follow your emotions or want to be conscious about what is actually at stake and if you want to stick with it.
By using your own stratagems which you perceived as 'negative', you not only increase your negotiation options, but simultaneously increase the number of WinWin and TwinWin- Solutions.

16. Where on the application BE36 can I find information’s about the BlindSpot- Analysis?

Normally you need a trusted friend. But the BlindSpot- Analysis takes place here with only you, without your boss, coach, trainer, consultant or such like and does not need any other form of help.
We have opened up widely our „Know-how- Box” for you on these application. Valuable in depth sessions for this self-awareness take place in our workshops