UAE- Its all about the microculture

12/9/2015 5:09:09 AM

(MENAFN- Khaleej Times)

The best negotiator is not the most high ranking person in a company nor is he the most intelligent - it is the person who makes a personal connection and the way to do that is to find and focus on the microculture says Professor Stuart Diamond.

Diamond who is a professor at the Wharton School of Business at the University of Pennsylvania told Khaleej Times that a conversation is when people communicate useful information to each other are curious are about each other and when both parties get something out of the conversation.

"We have done more than a thousand surveys around the world to see where people get their identity from in terms of making connections with other people and we found that around the world people first make connections based on their families followed by friends then personality and only at sixth position do you have stereotypes. Race and religion count for very little in negotiations. If you want to make the connection focus on microcultures not the macrocultures. Ask about their families their hobbies and their interests" he said. "Life is about more than money."

Asked who he would point to as examples of good negotiators Diamond listed George Mitchell and Jimmy Carter. "Both these men looked at the needs of both sides in resolving their respective conflicts. But I don't see a lot of negotiators today that are very good. Most politicians today don't have any skills in conversation in human contact and in processes of interaction to meet collective goals" he said.

"The most common mistakes that politicians are making today that makes them very bad negotiators is that they don't value all perceptions and therefore create enemies. They do the opposite of consensus. Whether or not I agree with you I cant persuade you unless I understand your perception; I don't have a starting point. The other thing is that people don't ask themselves if their actions are meeting their goals. This is one of the greatest questions in the history of the human race" he revealed.

Diamond also noted that the best negotiators are the ones who don't bring their egos to the negotiating table.

"If you have an ego it means that you are subject to flattery and you lose focus of your goals. Another mistake involves emotion and the perception of rationality. Don't assume that logic will be brought to the table or that people will be calm and unemotional. Also remember not to make the negotiation all about yourself. The most important person in the negotiation is the other party followed by any third parties. Concentrate on meeting their needs so that they meet yours!"

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