Persuasion
research has clearly shown that the path to successful negotiations starts with
getting to know the person you are negotiating with and identifying
similarities between you before you begin.
Participants
who skipped this step were successful 55% of the time; while participants who
took the time to establish common ground before starting negotiations were
successful 90% of the time and the outcomes of those negotiations were 18%
better. (Cialdini, 2017)
Because,
people prefer to say yes to people they like. And they like people who are
similar to them, cooperate with them, and pay them compliments. Umm.
Are you starting to see the problem with Trump's approach to
negotiations?
If you
prefer history to research then consider the Smoot-Hawley tariff, which Herbert
Hoover signed in 1930. It led to a 66%
decline in world trade, increasing the negative effects of the Great
Depression. (Nino, 2018)
As
they say, those who don't study history are doomed to repeat it.
Cialdini,
R. & Martin, S. (2017, June 8) The
Science of Persuasion. Retrieved August
21, 2019, from
Nino,
J. (2018, March 11) Tariffs: A History
of Repeated Failure. American Institute for Economic
Research. Retrieved August 21, 2019,
from https://www.aier.org/article/tariffs-history-repeated-failure
No comments:
Post a Comment