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Ideas in Practice HBR.ORG To read the full article, go to Implementing Strategies in Extreme Negotiations A conversation with Jeff Weiss and Jonathan Hughes SPOTlighT On leadershIp lessOns frOM the MIlItary Spotlight hBr.Org ARTWORK Stacy Pearsall, Lead the Way March 9, 2007, Old Baqubah, Iraq Extreme Negotiations What U.S. soldiers in Afghanistan have learned about the art of managing high-risk, highstakes situations by Jeff Weiss, Aram Donigian, and Jonathan Hughes November 2010 harvard Business review 67 In November 2010, Jeff Weiss and Jonathan Hughes, along with Major Aram Donigian, published an article in HBR called “Extreme Negotiations.” It…show more content…
Others vary. In some cultures, direct eye contact is a sign of trustworthiness. In others, direct eye contact is perceived as aggressive and will impede building trust. How should you respond if the other side makes threats? W & H: People make threats when they feel vulnerable or they believe it will cause you to give in. When you respond in kind, you only exacerbate or escalate the situation. But of course, if you give in, you reward the behavior and invite more of it. It is often useful to be explicit and state that it appears the other side is making a threat and that you will not yield to such tactics. For example, you can say, “If you want to ‘negotiate’ by making threats, I can certainly play the same game. But I doubt Power in extreme negotiations comes more from preparation than from how glib or agile you are at the negotiation table. counterparts to avoid sharing exactly how stupid or unreasonable they believe your idea is. Stay calm, and don’t be distracted by the manner in which they respond. Listen carefully because their criticism is likely to reveal their true interests—and that is pure gold for a negotiator. Are the strategies culture-specific? Do they work in Asian cultures as well as Western ones? W & H: The strategies are not culturespecific, but you need to
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