In 1964 an American father and his twelve-year-old son were enjoying a beautiful Saturday in Hyde Park, London, playing catch with a Frisbee. Few in England had seen a Frisbee at that time and a small group of strollers gathered to watch this strange sport. Finally, one homburg-clad Englishman came over to the father: “Sorry to bother you. Been watching you a quarter of an hour. Who’s winning?”
In most instances to ask a negotiator “Who’s winning?” is as inappropriate as to ask who’s winning a marriage. If you ask that question about your marriage, you have already lost the more important negotiation – the one about what kind of game to play, about the way you deal with each other and your shared and differing interests.
Roger Fisher, William L. Ury & Bruce Patton
Getting to Yes: Negotiating Agreement Without Giving In (The Harvard Negotiation Project). Penguin. 2011. P.150
No comments:
Post a Comment