Throughout March, we’re going to be looking at the different kinds of mayhem that can occur. In fact, we’ve identified 32 types of situations across four categories that can create negotiation mayhem. During the month, we’re going to ask you to help us narrow down our list to the most mayhem-inducing issues that you face while negotiating.
All three of these can lead to mayhem-causing behavior, such as being overly aggressive, making unrealistic demands, not being flexible, and not sharing information.
At a high level, here are three ways to minimize the impact of the other side’s mayhem:
Here are the categories we’ve identified:
Do your homework. Before you even get to the table, try to understand what’s important to them, what your deal means to them, and anything else that may cause them to act in a manner you’re not expecting. Be flexible in your approach. Since unpredictability is the name of the game, stay nimble so that you can adjust more easily when you’re confronted with their mayhem. Assume nothing, test everything. When you’re challenged by the other side’s mayhem, don’t assume you know why it’s happening. Take what they say at face value till you can test and validate why they’ve taken their approach, and then adjust accordingly. As we go through the month, we’ll explore the other three categories. Then join us for our webinar, where you can vote on the mayhem- causing situations we discuss and get expert advice on how to deal with them.
• Other Side’s Mayhem: Issues caused by the other side’s actions or choices. • Self-Created Mayhem: What we do to ourselves that creates situations we have to deal with. • Power Mayhem: Turbulence created when there’s a power imbalance. • Miscellaneous Mayhem: Everything else that creates obstacles for us at the table.
For this week, let’s talk about the Other Side’s Mayhem briefly.
Christopher Walken is credited with saying, “At its best, life is completely unpredictable.” I often feel that way about the other side at the negotiating table. Life has some predictable moments (death, taxes, etc.), as do people. We all have predictable traits and behaviors. But it’s how people show up at any given moment that opens a door for mayhem to step right on in.
The other side’s mayhem usually happens when they’re:
Good luck on your brackets this month, and may your mayhem be minimal!
• experiencing something we’re not aware of. • worried about the outcome of the negotiation. • unsure of what to do.
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