From today’s “She Negotiates” lesson.
If negotiation is a conversation with agreement as its goal, we should not be wasting our time arguing with one another about whose point of view is the best. We should be talking to one another about how we can both achieve as many of the goals we both want to achieve as a result of our conversation.
You do not have to change anyone’s mind to give them what they want to get. And you don’t have to grudgingly accept half a loaf (a portion of the pie) if, unbeknownst to one another, you possess five items of value your bargaining partner wants or needs, and your bargaining partner possesses a dozen items of value you want or need. In a really effective negotiation, you may find that together you and your bargaining partner can whip up a dozen pies and end up with more than either of you had imagined.
Wouldn’t you like to be learning how to do this instead of working on that sanctions motion for your adversary’s bad faith refusal to answer interrogatories?
And gentlemen, tell your women friends. Husbands and significant others benefit from this course as well! My own happily came back from the gym the other day saying “I did what you taught me; I got two extra months of gym membership free.”
Neuroscience and Conflict Resolution Blog by Stephanie West AllenRelated to my last post which was on the malleability of memory . . . News release from Northwestern University: Remember the telephone game where...By Stephanie West Allen