Coal or Vaccine? by Brian Buck
What’s on your holiday wish list this year? Instead of the latest electronic gadget or the hottest fashion statement, you’ve likely included a COVID-19 vaccine. But a debate is raging regarding who should receive the vaccine first. It’s a tough question, and one that has no right answer — just lots of opinions. The answer to this question has significant implications regarding how the pandemic will end. Other, easier questions have already been answered: Should we develop a vaccine? Yes! Should we get it out to market as safely and as quickly as possible? Yes! Who should get it first? This is being debated and negotiated as we speak. In fact, by the time you read this post, an answer may have already been given. What should you do if you find yourself in a debate of opinions during a negotiation? Here are a few thoughts. Oftentimes, a debate of opinions needs to happen. It’s healthy to allow all parties involved to voice their opinion and attempt to explain to the others why their point of view is valid and should be considered, if not adopted. In these moments, persuasion is key. You seek to move them from intrigued to convinced. You want to create a connection to your idea that compels someone to adopt it.
If this process proves successful, the unanswerable question can be laid to rest and all parties can move forward. However, I would caution that if the outcome promised by the persuader does not occur, then the persuader’s credibility may come into question and trust could be eroded. When persuasion fails, it’s because people didn’t read the signs of the skeptic. If the other party is not moved by the persuader’s argument,
An effective persuader will frame ideas in a way that ensures the other party sees the situation just as the persuader does. The persuader may anchor their argument with data, statistics, or comparative analysis. This gives the other party a logical framework with which to understand the persuader’s position. Using the other party’s feedback, the persuader then adapts the argument to make an emotional connection in order to gain commitment.
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