How Not to Negotiate/Martin Rosenfeld, JD

Posted on March 25, 2017

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Joe Cunningham, of Redstate.Com wrote of the efforts of Steve Bannon to get the Republicans to vote for the American Health Care Act. Mr. Bannon reportedly walked into a room with the Freedom Caucus members present and announced: “This is not a debate. You have no choice but to vote for this bill.” The response of one unknown Representative who was present, was this: “[T]he last time someone ordered me to something, I was 18 years old. And it was my Daddy. And I didn’t listen to him either.” So ended Mr. Bannon’s strong-arm attempt.

In a negotiation, you cannot gain ground by trying to bully your opponent. Chances are that strength will be net with strength. Negotiation is neither defined by intimidation nor by stong-arm tactics. You catch more flies with honey than with vinegar. Talk, listen, and be civil. It can indeed lead to Win-Win. Mediate don’t litigate.

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