Two Parties, Two Sides/ Martin Rosenfeld, JD

Posted on August 13, 2018


In a post dated August 12, 2018, Professor Max H. Bazerman, of the Harvard Business School, discussed negotiation theory. What is it that many people in a negotiation forget to note? “Many people neglect to think about the other side’s point of view.” Think …”about the world from the other side’s perspective.” Each party believes fervently that they are right and the other side is wrong. Truth, however, is quite often on the continuum between the two opposite schools of thought. You only gain if you try to put yourself in the shoes of your opponent, so you can effectively deal with their stated positions.

In the book “Intimate Memories of Lincoln”, Author Rufus R. Wilson, at page 474 cites this recollection: “He was one of the best listeners and always open to conviction, yet if his own reasons were well-founded, and no one had a better reason to offer, he could not be moved. But he was never offensively opinionated.” A wonderful tribute to a great American; i.e. an advocate for what he believed and yet always willing to hear out somebody else. One learns a good deal more from listening than he does from talking. Mediate don’t litigate.