Many books have been written about negotiation strategy and the different approaches to negotiation, from interest-based to traditional bargaining to win-win to principled, and many more. Much less, however, has been written about the detailed mechanics of successful negotiation and problem solving, about the face-to-face tools and language skills we must master to be more effective negotiators. In particular, one of the most important skills is the “art of the question”.
Month: September 2018
A habit can be defined as a “usual manner of behavior.” But what I know about conflict is that there is often nothing “usual” about it. What happens to those of us who support others in conflict is that we tend to reach for the same set of tools each time, although we often are trying to solve very different problems. Even with the best of intentions, these habits can result in frustration, shallow or even bad resolutions, and won’t meet the needs of the people in conflict.
Ben was concerned. Emma, a manager new to his group, had just received her employee engagement scores. They were not good. Emma had been a rock star in her previous individual contributor role. She was seen as talent for the future in the organization. As her HR Business Partner, Ben had watched her struggle as a first-time manager. Now, it appeared that her employee team was willing to put those struggles on paper in the form of not so good engagement scores.