“Nothing happens to the wise man against his expectation . . . nor do all things turn out for him as he wished but as he reckoned—and above all he reckoned that something could block his plans.”

—Seneca

Studying the Stoics, you’ll surely come across the concept Seneca references in this quote: negative visualization, or premeditatio malorum. In a nutshell, this concept consists of spending time contemplating the bad things that could befall us, or how our plans could go wrong. 

The “negative visualization” technique appears to contrast with some of the more familiar, feel-good, pop-psychology ideas like “the power of positive thinking,” or the notion that if we can imagine success, we can achieve it. Instead, the Stoics teach us through this mental exercise that anticipating calamities, or our worst fears coming to pass — like, say losing a loved one, suffering a disaster, falling ill of an incurable disease — we can gain a greater appreciation for what we have. 

With the perspective we obtain from this Stoic practice, we can make better use of our time and enjoy each moment to its fullest, because we’re prepared for the worst. Also, in the event a catastrophe does strike, we’ll be better equipped to handle it, because we’ve been training our minds to face such an event.

Interestingly, a related tool is useful in negotiation settings, as well. A common practice among skilled negotiators is to prepare for a negotiation, in part, by calculating the “WATNA,” or worst alternative to a negotiated agreement. That is, they assess the worst-case scenario they’d face should they not reach a negotiated resolution to the conflict at hand.

Say you’re locked in negotiations with a house buyer, and you view the offer on the table as less than ideal. But even if not ideal, is the proposed purchase agreement better than your worst-case scenario? If so, perhaps locking in the sale would help you cut your losses. You’re on the verge of being hired for a new job, but you can’t quite get the top salary you wanted. But have you considered your WATNA? How long might you be out of work if you reject the pending offer? How slim are your other available options? What else could become part of your worst-case scenario if you walk away?

I frequently run through this exercise with parties at mediation. You say you don’t like what’s being offered in this negotiation because you were hoping for more. You think you can do better elsewhere, or at another time. But might you do worse if you walk away from the proposed agreement? How would that look, and how would you feel if things take a turn for the worse down the road?

Particularly with loss-averse parties — like most of us by human nature, frankly — there is a powerful draw to this approach. Visualizing what we could lose through misfortune, or other causes outside of our power, helps us prepare for the unexpected by taking action on what we can control today.

Though premeditatio malorum might seem a pessimistic approach, the Stoics did not see it that way. Instead, they used it – just as we can, to confront challenges in negotiation and other settings – to face the future with the confidence and optimism that they were capable of handling any eventuality.

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