Matt Jacobson, Facebook’s head of market development, recently gave a piece of advice for relationship success that likewise is fundamental to the Black Swan approach to negotiation.
Jerry was a fifty-seven year-old male who doused himself with gasoline and was in possession of a handgun, threatening to commit suicide. This was his response to an eviction notice. It was clear he had issues.
There is a general principle that structure dictates outcomes. This is seemingly a very simple idea. While clichés like this one can be very helpful, they are also very uninformative. The right structure dictates the outcomes you want. But what is the right structure?
MOREPIES. It’s the acronym developed by the Crisis Negotiations Unit of the FBI in order to help negotiators remember the eight skills in the Active Listening Skill (ALS) set.