{"id":381866,"date":"2010-03-02T15:09:50","date_gmt":"2010-03-02T20:09:50","guid":{"rendered":"http:\/\/www.pon.harvard.edu\/?p=10304"},"modified":"2010-03-02T15:09:50","modified_gmt":"2010-03-02T20:09:50","slug":"first-know-thyself","status":"publish","type":"post","link":"https:\/\/mereja.media\/index\/381866","title":{"rendered":"First, know thyself"},"content":{"rendered":"<p><em>Adapted from \u201cSelf-Analysis and <a href=\"http:\/\/www.pon.harvard.edu\/tag\/negotiation\/\">Negotiation<\/a>,\u201d first published in the <\/em>Negotiation<em> newsletter.<\/em><\/p>\n<p>&#8220;Separate the people from the problem,&#8221; advises the bestselling negotiation text &#8220;Getting to Yes&#8221;. That\u2019s certainly good counsel when tempers flare and <a href=\"http:\/\/www.pon.harvard.edu\/tag\/bargaining\/\">bargaining<\/a> descends into ego battles, but it\u2019s a mistake to ignore the psychological crosscurrents in negotiation. Unless they are addressed, a deal may never be reached.<br \/>\nExpert <a href=\"http:\/\/www.pon.harvard.edu\/tag\/mediator\/\">mediator<\/a> Christopher Moore says his biggest professional challenge is often \u201cchanging the psychological relationship\u201d between parties. In the same vein, Robert Baruch Bush and Joseph Folger say <a href=\"http:\/\/www.pon.harvard.edu\/tag\/dispute\/\">dispute<\/a> resolution can hinge on getting each party to \u201cconsider the other\u2019s situation or self from the other\u2019s perspective.\u201d<br \/>\nIn most <a href=\"http:\/\/www.pon.harvard.edu\/tag\/negotiations\/\">negotiations<\/a>, we don\u2019t have the luxury of a wise and trusted third party to help us understand each other\u2019s motivations and view the situation in a more balanced light. However, say Stuart Twemlow and Frank Sacco, astute laypersons can spot certain dysfunctional psychodynamics.<br \/>\nOne is the fundamental attribution error\u2014the tendency to regard (and respond to) other people\u2019s behavior as if it reflected only their personality and values, when what they do and say may actually be triggered by circumstance.<br \/>\nA second is self-serving enactment, the tendency to treat others in a way that serves your own need for self-esteem and power.<br \/>\nFinally, those who fall prey to self-fulfilling enactment have been painted into a corner. If someone treats you as if you\u2019re hostile, you may unintentionally fulfill this expectation.<br \/>\nTo build the common ground necessary to reach <a href=\"http:\/\/www.pon.harvard.edu\/tag\/agreement\/\">agreement<\/a>, negotiators may first need to resolve their interpersonal issues. Recognizing and working to overcome adverse psychological dynamics can break the cycle of mistrust and pessimism.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Adapted from \u201cSelf-Analysis and Negotiation,\u201d first published in the Negotiation newsletter. &#8220;Separate the people from the problem,&#8221; advises the bestselling negotiation text &#8220;Getting to Yes&#8221;. That\u2019s certainly good counsel when tempers flare and bargaining descends into ego battles, but it\u2019s a mistake to ignore the psychological crosscurrents in negotiation. Unless they are addressed, a deal [&hellip;]<\/p>\n","protected":false},"author":4300,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[7],"tags":[],"class_list":["post-381866","post","type-post","status-publish","format-standard","hentry","category-news"],"_links":{"self":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/posts\/381866","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/users\/4300"}],"replies":[{"embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/comments?post=381866"}],"version-history":[{"count":0,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/posts\/381866\/revisions"}],"wp:attachment":[{"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/media?parent=381866"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/categories?post=381866"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/mereja.media\/index\/wp-json\/wp\/v2\/tags?post=381866"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}