The Transformative Negotiator: Validate Opposing Views
The chapter “Validate Opposing Views” in The Transformative Negotiator highlights the importance of avoiding extremes. Rocklogic and waterlogic are different ways to reason. Rocklogic is hard and fixed, while waterlogic is soft and movable. One encourages rigor and the other encourages change. When waterlogic is utilized in a negotiation, it allows space for both parties to be right. When there is room for both parties to be right, proving who is right and wrong is less important, and you can spend more time negotiating to reach ultimate goals. A negotiator can make better use of their time when absolutes are not the focal point of the discussion.
Mindsets to avoid:
One or the Other
Right or Wrong
Us vs. Them
Mindsets to Encourage:
Both Parties Can be Right
Waterlogic
Move Away from Extremes
Consider the Context (and all that may entail)
Bridge the Gap
Your negotiation partner does not have to be wrong in order for a negotiation to go favorably for you. Consider the context, culture, language, upbringing, and more to better understand why someone is responding the way they are or to gauge why the negotiation is following a certain path. Remember, negotiation is meant to be multifaceted and complex. More often than not, negotiations exist in gray areas rather than black and white. Allow space for both parties; dominating the conversation does not make one negotiator more right than the other. Michèle Huff makes it apparent in this work that bridging the gap between negotiators is an essential component of a transformative negotiation.
Michèle Huff is a transactional lawyer with decades of experience negotiating for global corporations, universities, and individual clients. She is the Executive Director of Business Contracts and Brand Protection at UC Berkeley, overseeing contracts, intellectual property, and brand management. Previously, she was the University of New Mexico’s senior lawyer for research and technology and co-founded a Silicon Valley software start-up. A skilled speaker and educator, Michèle has taught negotiation and intellectual property courses and led workshops nationwide. Learn more at www.michelehuff.com