Negotiation frequently conjures images of someone speaking across a table, finger pointing directly at the other party – reinforcing whatever point is being made. It is easy to see why this image abounds, however negotiation is not about talking endlessly at the other party; negotiation is about silence and listening.
My first boss said those words to me on the fifth day in the job. It was great advice and has remained with me ever since; I refer to him and fall back on those 3 words a couple of times a week. Had he still been with us he would have been greatly interested in the way things are unfolding in Eastern Europe and in particular Ukraine. Doubtless he would have been returning to his mantra on a daily basis. Of course, saying ‘expect the unexpected’ is one thing, it’s what you do about it that matters.
culture, influencing, negotiation, negotiation training, Preconditioning, pressure