By Lionel Yeo
Heya! It’s been another crazy month of travelling (Hanoi and Tokyo!), full-time work, and Church activities, which is why I haven’t been blogging much.
But I’ve been reading this awesome book Thank You For Arguing: What Aristotle, Lincoln and Homer Simpson Can Teach Us About the Art of Persuasion (awesome title) by Jay Heinrichs.
I’m only a tiny way through the book, but I wanted to give my own spin on a nifty negotiation technique which Henrichs introduces in the first few chapters.
When I was a kid, I used to take Aikido classes. Aikido is unconventional because unlike other martial arts, Aikido uses your opponent‘s strength against him. I remember my sensei asking me to hit him during a demo. I threw the hardest punch a 12-year old could muster, and promptly found myself on the floor without knowing what was going on.
The negotiation equivalent of Aikido is known as concession. Concession doesn’t mean that you concede defeat or compromise; it’s a technique to use your opponent’s words against him.
For example, everyone who’s ever worked with an agency on retainer knows that it’s their account manager’s job to gently deflect all the client’s unreasonable (okay, stupid) requests, …read more