MAY 28, 2019
The Initial Narrative
JohnLag, INADRBoardMemberatLarge
Negotiation is a process consisting of multiple stages and culminating in the resolution of the issues at hand by means of a negotiated settlement agreement. The entire negotiating experience is a Negotiation Event.
One of the first and most important steps employed by a skilled negotiator is to artfully tell their side of the dispute in a manner most favorable to them. This Initial Narrative is an integral component of any productive negotiation and is a useful tool in creating perceived value of the concessions that will be offered and sought in later bargaining.
Sometimes the story or narrative can actually create value in the mattersatissuebutcanalsodetractfromtheperceivedvalue. You can think of it as the “Antiques Roadshow” effect. The noted PBS television show begins each encounter, otherwise known as a ‘purposeful interaction’ with an introduction by means of preface, to the effect, ‘Hi, I’m Bob from small town America, a God fearing loyal citizen of modest means, just like you..........’ that creates the personal connection with, and sympathies of, the audience. Then, the narrative......... ‘My great granddaddy served in the Civil War, the Union side of course, and he was there when Lee surrendered at Appomattox. GrandpaUlysseswasmerelyanenlistedman,buthad been assigned to set-up the desk for the ceremonial capitulation. When the signing was completed and all the dignitaries left, Grandpa took this quill pen that was used to sign the surrender as a souvenir, which has been handed down in our family for generations.......... You can see him in the background in this photograph of Lee signing the surrenderwiththepen.’ Bam!ThepenisapricelessfindandBobis going to buy himself a new car.
The pen, with the engaging and verifiable narrative, is of great value. Conversely, the pen, with a narrative that ends with, ‘a very good replica’ is worth considerably less and Bob is only able to afford new tires for his car. The pen without the narrative is merely a pen, without
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 Through training and tournaments, students come together to listen, learn, and practice mediation skills. The connections made provide individuals life-long friends with a shared understanding of the value of peaceful reconciliation.
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