DO YOU AGREE? The results of a study by Professors Jacquie D Vorauer and Stephanie Danielle Claude (called Perceived Versus Actual Transparency of Goals in Negotiation) showed that negotiators over-estimated the transparency of their own objectives. Not only that, it was found that neutral observers to the negotiation, who had been informed about the participant negotiator’s goals in advance, also overestimated the extent to which those goals would be transparent.
Which suggests to me that lots of us struggle to clearly communicate what it is we want. The academics described combatants as typically assuming that the validity of their position in the negotiation is glaringly obvious to their adversaries. Consequently, they saw their adversary’s opposition as self-interested and hostile. The reality is, they probably couldn’t work out what the hell was going on!
This may go some way to explaining why there’s a lot of shouting in the world. Do you agree?
Find out more about communicating transparently…
“In a world where rage is all the rage, here’s a manual for how we can agree to disagree and move forward. Written with hope, heart and a very welcome sense of humour.“
Victoria Harper, Features Director, The Daily Telegraph.
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