MHR 721 Lecture Notes - Lecture 1: Forego, Bracketing
20 Jan 2020
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Document Summary
Used by young negotiators who are in a hurry to get things done as quick as possible. This strategy is capable of provoking anger and frustration but results are rewarding. Effectively used by the quakers, a religious organization, during meetings when they are divided to reach an argument. At such times they will declare a period of silence before continuing and afterwards, if the matter is still unsettled, the clerk postpones the question and assigns it to be discussed at another meeting. Achieves acknowledgment of direct conflict and disagreement. Silence demonstrates self-control, confidence, discipline and calm (considered gifted negotiator) Speaking slowly, lowering the tone of your voice, or greater word emphasis. Most successful negotiators are not only great speakers but great listeners. Negotiator has to know when to stop talking and when to start talking. Next to knowing when to seize an advantage, the most important thing in life is to know when to forego an advantage .
