Saturday, November 22, 2014

Negotiation 2014: A compilation of state of the art techniques

Henry Alford wrote an entertaining essay on holiday dinner peacemaking tips. I enjoyed the essay, but I also appreciated the inventory of techniques.

Here’s the excerpted techniques, for the context check out the original: (emphases mine, comments in [])

Crisis Negotiators Give Thanksgiving Tips - Henry Alford -

… “People want to be heard. They want the attention.”

…  “Repeating what the other person says, we call that paraphrasing. ‘So what you’re telling me is that the F.B.I. screwed you over by doing this and that,’ and then you repeat back to him what he said. Also, emotional labeling: ‘You sound like you were hurt by that.’ ‘You sound like it must have been really annoying.’ Little verbal encouragements: ‘Unh-huh,’ ‘Mm-hmm.’ A nod of the head to let them know you’re there.”

…  instead … acknowledge his presenting emotion … address the underlying emotion with appreciation …

…  unsolicited apology

… “Say you’re sorry when you’re not sorry,” … [You have to make this seem a genuine effort, so that even the apology is not believable to motivation and effort are.]

… Try to find ways to acknowledge what they’re saying without agreeing or disagreeing with it.”..

Tone is king here: subtle vocal inflections can impart either “I disagree, let’s move on,” or “I disagree, let’s turn this into ‘The Jerry Springer Show.’ …

… “Instead of lying, we call it minimizing. You try to get people to think that a situation isn’t so bad, you break it down for them so they see that it isn’t the end of the world, that maybe they don’t need to make such a big deal of it. We try to reframe things rather than flat-out lie….

… “A negotiator almost always has a co-negotiator, someone who’s listening and taking notes,” she said. “Someone who says, ‘He mentioned Mom three times now, probably Mom is at the heart of the issue.’ Maybe enlist someone to be your co-negotiator.”

… “In the crisis-negotiation world, we call it a third-party intermediary,” …

Track II diplomacy, which means that outside the arena of a formal negotiation, another set of actors from society come together to talk and build confidence and trust…

All shades of manipulation on a spectrum of deception. All valuable.

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