The Negotiator Magazine

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G is for Gallipoli

When talks are entrenched and leading nowhere, it can be useful to open up a new "front" or new avenue. This is sometimes called the Gallipoli ploy, after the Turkish town used

 

 

 

to open up a second Eastern front in the First World War.
For example, you may be discussing with an employee the importance of coming to work on time. In the middle of the discussion, the employee protests, “Other employees come into work late and you don’t say anything to them.” This is an attempt by the employee to deflect you from their issue and open up a diversionary discussion. One of the best responses you can make to Gallipoli is not to fall for the diversion but to ask a question, such as, “What makes you believe I do not give other employees who come in late the courtesy of dealing with them one-on-one, just as I am doing with you?”

H is for Hot Potato

In power negotiations, the "hot potato" is the problem that is too hot for you to handle so you deftly throw it back like a hot potato for the other side to handle. "We realize that you would like 5% from us, but in view of what we've said, we can only offer 3. So, we’ll leave it with you.”
The story is told of the husband who lay awake all night worrying about what he was going to say to the bank manager in the morning about his overdraft. Finally in exasperation and in need of some sleep, his wife turned on the light, picked up the phone and dialed the bank manager at home: "Hello, this is Mrs. Jones. I thought you should know that my husband is coming to see you tomorrow to find out what you're going to do about reducing his overdraft. Goodnight."
"There", she said, "it's his problem now. So let's get some sleep!"

I is for the Iroquois Preparation Method

High-level negotiations affecting the lives and livelihoods of others require stamina and resourcefulness. One way to prepare for such endurance tests is to copy the Iroquois before going into battle. They fasted; they got themselves into a peak of fitness; they practiced with their weapons until they could use them without thinking; and they trained like hungry prize-fighters before a fight. While your negotiation preparations may not go to such lengths, the Iroquois Method illustrates the need to focus so that we are physically, mentally and psychologically ready

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July 2006