Tuesday, August 31, 2010

Difficult Negotiations, Such As With Someone You Don’t Trust or Who is Adversarial

People with a relatively capacious view of what effective communication is all about include negotiating strategies and tactics within its fold, hence this post.

This past Thursday, August 26, “PBS Newshour” featured a remarkable segment on difficult negotiations—negotiations that are particularly challenging because, say, you are dealing with somebody you don’t trust or who is a tough adversary, an SOB!

During the short feature—less than 6 minutes—which you can either listen to or read, “negotiating guru” Prof. Robert Mnookin of Harvard, author of “Bargaining With the Devil,” suggests that the person in the weaker position (in other words, the poor supplicant) stands a much better chance of success if he or she uses the “economic approach.” And in explaining that approach, Mnookin uses a cogent and evocative metaphor: “the carnivore is eager to trade his broccoli for a lamb chop owned by the vegetarian.” The professor also points out that “the words you use, the tone you use, your language…” (in other words, some of the very verbal and nonverbal techniques that have been the subject of my previous posts) play a big role in one’s negotiating success.

Well worth a listen or read.

© Copyright 2010 V. J. Singal

No comments:

Post a Comment