In this edition of The Edge I wanted to share this negotiation. It is a great use of the “invisible” skills.
1. Our unconscious reaction to those who see things differently from us is they’re “abnormal.”
There was a time when you could ask a tactical operator what his impression of a negotiator was and he would reply with names like, Mouth Marines, Tree Huggers or the Kumbaya Crowd adding, with a certain amount of disdain, “all they want to do is talk”. If you were to ask a negotiator the same question, you could hear things like Knuckle Dragger, Gorilla or just plain dumb; all they want to do is...
