What do a human rights negotiation in Afghanistan, a crisis negotiation in Calgary, and a business dispute between a Brazilian and a Frenchman have in common? At first blush, nothing. However, when we dig deeper into these high-stakes negotiations, there is a common thread that connects them all. The concept of face.
To Succeed in a Negotiation, Help Your Counterpart Save Face
People will compromise if you protect their reputations.
October 02, 2020
Summary.
Three very different case studies — involving hostages in Afghanistan, a suicidal man in Calgary, and a tug-of-war between Brazilian and French businessmen — point to the importance of face, or reputation, in negotiations. To help you and your negotiating partners succeed, it is important to recognize why face matters, map out all the players involved in a negotiation, ask yourself if the solution being proposed will cause a loss of face for anyone, and work to help avoid that.