Do you want to make the transition to being an excellent negotiator? No matter where you are on the journey, here are 5 critical steps that you'll need to take along this path.
My last article in The Edge called “The Problem with Tell Me More” left a few people asking “What do you say instead?”. This article is meant to give some insight on how to change your approach and make your communication efforts more influential. You can also find out more about the ideas I am going to share here, in Chris’s book “Never Split the Difference” Chapter 7.
This particular article is for you if:
- You want every edge and you want to protect your good working relationships
- You can wrap your mind around the idea that deference is not submission
- You want to become a truly dangerous negotiator
Sam Felder (not his real name) had barricaded himself in his home. Suffering from hellacious migraines and post-traumatic stress, he told his wife he could not take it anymore. Sam loaded his handgun and told her to leave. She complied, ran to a neighbor’s house, and called the police. Police attempted to negotiate with Sam for close to 10 hours. It was the end of June and sweltering out. The agency managing the incident elected to cut power to Sam’s home. It was done, I was told, because Sam had been using power tools to barricade himself into the basement of the home with planks and 2x4s. Not sure if it was a move I would have made based on the circumstances but it was done. The managing agency reached out to my team for mutual aid support.