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9.2
Negotiating
Reading
1ReadingthefollowingextractfromGettingpastnobyWillamUry.Howcould
theATTnegotiatorhaveavoidedthisbreakdownincommunication?
AnATTsalesteamwasnegotiatingtosellBoeinganewtelecommunications
systemvaluedat$150million.Thesalesteammadeapersuasivepitchonthekindof
servicetobedelivered,thecompany‟spromptresponsetoproblems,andthespeedof
repairs.
ThentheBoeingpurchasingdirectorsaid,“Fine.Nowputeachoneofyour
promisesinwriting.Andwewantguaranteesthatifthesystemisn‟tfixedontime,
you‟llpayusdamages.”
„We‟llmakeourbestefforts,‟repliedtheATTsaleschief,„butwecan‟tbeheld
liableforallthethingsthatcangowrong.Lightningcanstrike…‟
„You‟refoolingaroundwithus!‟interruptedtheBoeingnegotiator,losinghis
temper.„Firstyoutellusaboutyourservices—nowyou‟renotwillingtocommit
yourselftowhatyoupromised!‟
„That‟snottrue!‟protestedthesaleschief,aghastattheturninthenegotiation.
„LetmeseeifIcanexplain…‟ButtheBoeingnegotiatorrefusedtolisten.„You‟renot
negotiatingingoodfaith!‟hecomplained.„Wecan‟tdealwithyou.‟
2ReadtheadvicethatWilliamUrygivesfollowingthisstory.Doyouagreewithit?
Aretheresituationswhereyousimplycannotcontinuenegotiating?
Tobreakthroughyouropponent‟sresistanceyouneedtoreversethedynamic.If
youwanthimtoacknowledgeyourpoint,acknowledgehisfirst.Togethimto
agreewithyou,beginbyagreeingwithhimwhereveryoucan.
3Studythefollowingphrases.Whichdoyouthinkwouldhavebeenagood
responsetotheBoeingexecutive‟srequesttpputallhispromisesinwriting?
A„Thatwouldbenoproblemforus.‟
B„Ithink
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