Treat All Negotiators As Your Equal
Why? Well, firstly because treating others like enemies is for violent conflict and that is what we are trying to avoid with a negotiation/mediation, right? Treating the other person(s) like your equal has many advantages. One is as the mediator, if you are trying to show your neutrality, the best way is to treat both sides equal. It doesn't matter if you do not like or can not stand the position of a certain party.
A friendly reminder is that you are neutral and being so will help move the mediation along. Oh, and one important tip- if you feel you can not be, or remain neutral during the negotiation, you will not be stoned by some secret mediators society (... I think) for removing yourself.
Regardless if you are the mediator or a negotiation, treating the other(s) as an equal has many benefits. Let's look at a couple of the good traits of a mediator and negotiator and see if they could apply if you didn't give the other party respect:
Can you really listen to this person if you are not respecting them? Are you listening or just waiting for them to finish to counter their claim? Have you begun to try and look at their interests (you know- go beyond the positions)?Actively listening is one of the best ways to show the other party your respect them and want to hear what they have to say.
Yes, body language is important. Using it properly shows you are actively listening. First though, let me mention the negative- if you want to show the other negotiator you are there to put down everything he says and not actively listen do these: roll your eyes, look away (heck turn your body away too!), cross your arms, sigh, huff and puff (the more the better!) and finally point your finger, that will really get your point of disrespect across.
Just a reminder, the above are suggestions of what not to do :)
So what kinds of body language can you do that supports showing the other person you are treating them with respect, and actively listening? Some basics include nodding, facing the person when they are talking, saying 'ok' at times, hands folded on your lap or when talking 'open-handed gestures' and finally my personal favorite is to smile. yes, it is ok to smile, and it's one way to lighten the mood while also promoting friendliness.
An excellent way to genuinely give the other negotiator the feeling of respect and treating them as your equal is to put yourself in their shoes. This goes back to your preparation of your negotiation and should continue during the course of it as well. Ask yourself- what are they feeling? What are their interests? How would they like it if I offer this or that? Remember, in order for an agreement to be reached, both parties have to agree, so a good way to try and meet their goals (along with yours) is by using empathy.
You attack enemies, not equals. You are hard on the problems not the person. Keeping those two statements in mind (and keeping this simple and brief) remember- just like how negative comments and actions are contagious, so are positive ones. Regardless of their actions, by staying positive helps show you are trying to work with them as well as respecting them.
Don't forget, a reason you chose to go to a negotiation/mediation is to try to work things out. Treating the other neogtiator as your equal helps create an atmosphere of collaboration. The same goes for you if you are the mediator, treating both parties equally helps you- the professional- display that respect you are asking both of your parties to show one another.
Jeff Thompson is a certified international mediator. He is also a law enforcement detective in New York. His law enforcement role include a being a communication and conflict specialist, interfaith dialogue, developing and implementing community engagement programs, and designing training workshops.
Jeff is currently a PhD candidate researching nonverbal communication and mediation at Griffith University Law School. He also received his MS in Negotiation and Dispute Resolution from the Creighton University School of Law. Jeff has presented and trained on the topic of conflict, mediation, communication and nonverbal communication internationally and has been published and featured with numerous international media organizations. He currently writes also at PsychologyToday.com.
(All posts by Jeff Thompson represent his personal reflections and opinions as a mediator and not that of any organization.)
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