Vivian chih’s sharing of negotiation skill

Learning from the following favorite words:

A facilitative leader knows that it is not a sign of weakness to ask for such help–especially when the leader wants to have a say on particular issues being discussed and thus isn’t in a position to be entirely disinterested when engaging others in collaborative decision making.

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Vivian chih’s sharing of negotiation skill

Learning from the following favorite words:

A lots of leaders( including many of those who operate in a top-down fashion) claim that they want to consult or involve others in choices that must be make..

what they really want is confirmation for that they have already decided or a veneer of democratic decision making.

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Vivian chih’s sharing of negotiation skill

Learning from the following favorite words:

I see three behaviors, or moves, that define facilitative leadership.

….

And third, she commits to decision making by consensus. That is, a facilitative leader won’t impose a decision or settle for a majority vote; rather, she will keep working until the group comes as close as possible to unity about how to proceed.

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Vivian chih’s sharing of negotiation skill

Learning from the following favorite words:

I see three behaviors, or moves, that define facilitative leadership.

….

Second, she finds ways to enhance the capacity of the individuals and groups involved so they have both the information and the confidence they need make informed decisions or recommendations.

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Vivian chih’s sharing of negotiation skill

Learning from the following favorite words:

I see three behaviors, or moves, that define facilitative leadership.

First, a facilitative leader consults with the people she is leading in order to define the process by which the group will do its work or make decisions.

……

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Vivian chih’s sharing of negotiation skill



Learning from the following favorite words:

Name it as a lie.Frame it by postulating the liar’s motive and offering evidence to the contrary that any neutral observer would accept. And claim responsibility for your countercharge.

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Vivian chih’s sharing of negotiation skill



Learning from the following favorite words:

It is important to say why thinks the statement is a lie and to suggest what the motive of the liar might be. I call this “framing.” Motive is important. If I can’t think of any reason the person might have for misrepresenting the truth, then might chalk their statement up to ignorance or reckless disregard for the truth.

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Vivian chih’s sharing of negotiation skill



Learning from the following favorite words:

Finally, it is important to own any claim that a statement is a lie. This means that I need to be comfortable making that claim. If I’m going to call someone a liar, I ought to do it in very public way—to their face, if possible.

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Vivian chih’s sharing of negotiation skill



Learning from the following favorite words:

Facilitative leaders foster the kind of empowerment that makes winning at win-win negotiation a reality. That is, your organization’s leadership has to trust you to determine what it will take to get into the trading zone and win at win-win negotiation,

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