New Concept in Negotiations
One of the most influential books on negotiating leaves out one important aspect of dealing with people. Not all people are willing to negotiate!
Respected Authorities
Books on negotiation, like ‘Getting to Yes’, do a lovely job covering the various aspects of the negotiating process; they offer aspiring negotiators advanced techniques such as:
- Separating people from the problem
- Focusing on interests instead of positions
- Managing emotions
- Expressing appreciation
- Focusing on the positive aspects of a message
- Avoiding the cycle of action and reaction
Adherence to these rules of thumb will certainly lead (more times than not) to a successful negotiation when all parties are reasonable and/or logical. When the parties are not, however, the system breaks down. Why? In the negotiation system, there is an underlying assumption that all negotiations will take place in civilized society, which may not be true. Not all people in our society are civilized and not all parts of our society are civil.
Refining the Framework (Adding The Missing Component)
To rectify this oversight, it may be helpful to classify the negotiating parties prior to employing the rational negotiation process. In so doing, the parties involved can save time and effort. That is where the Simple Classification System for People in Conflict (SCSPIC) comes in! The SCSPIC classifies people into four categories:
- People you can talk to – these individuals are very reasonable and/or logical. You can focus on each person’s interest, develop win-win solutions, and hash out an agreement with minimum difficulty.
- People you have to curse at – these individuals are very reasonable and/or logical. However, it’s difficult for them to hear or understand what someone is saying if that person does not evoke emotion when s/he speaks. Once emotions and interests are expressed, one can develop win-win solutions, and hash out agreements.
- People you must fight – these individuals respect strength. They become reasonable and/or logical after engaging in physical conflict. (Words alone fall upon deaf ears.)
- People you must end – these individuals are rare. They do not and will not negotiate on anything. They want nothing the other party has to offer. It is best to avoid these people. The only positive outcome, from their perspective, is for the other party to die.
Adding the SCSPIC to a rational negotiation methodology, will likely make its techniques universally useful. It works for rational and logical people; it works when dealing with barbaric people; it works with individuals, businesses, and nations; it works on the street, in prisons, and in war.
What do you think?
