In Workplace Negotiating Secrets From Bethenny’s Shrink over at Forbes.com, Xavier Amador, the therapist on Bethany Getting Married? gives his “secrets” for “winning” workplace arguments. What Amador suggests (below and at the link) is really just collaborative interest-based negotiation, but his catchy acronym – LEAP – is a good one to remember for all negotiations, whether you’re brokering peace in the Middle East or getting your guy to put the toilet seat down. If you read the article, and I highly recommend doing so, you’ll see that no one is “winning” any “argument.” Rather, people are finding ways to accommodate all of their needs simultaneously.
Amador, 50, uses many of the same methods with both individuals and corporate clients. His book I’m Right, You’re Wrong, Now What?, lays out a strategy he calls LEAP, for listen, empathize, agree, partner. It applies to salary negotiations, to disagreements with partners or colleagues or underlings and even to challenging sales assignments.
An acronym enthusiast (“acronyms help me to remember”), Amador says the first step is “L,” for listen. That may sound simple, but often it’s very hard. In sales, for instance. Before he became a psychologist, Amador worked for an Arizona company that sold solar heating. Rather than simply trying to push his product, he found he got further if he patiently listened to his potential clients’ objections.
Newsweek published a series of articles on Leadership and I particularly enjoyed Walter Isaacson's, "Benjamin Franklin and the Art of Humility" where he said, "But most important in those tumultuous...
By Jan Frankel SchauUna de las inevitables tareas que tiene que hacer cualquier persona que sea analista en conflictos armados, especialmente si está interesada o implicada en negociaciones de paz, es ver las...
By Vicenç FisasSeismic tremors emanating from London's Guildhall on October 29th 2014 are set to send change-inducing shockwaves, around the international dispute resolution community. It is widely known that dispute resolution's customers,...
By Deborah Masucci, Michael Leathes