Dynamic negotiating | Hartwig Eckert | TEDxArendal

Summary

The speaker explores the concept of 'communicative factory settings,' our innate conversational patterns that can hinder effective communication and negotiation. By using 'anticipators' and focusing on 'conceded territory' instead of disputes, the speaker introduces strategies for dynamic negotiation that can transform personal and professional interactions, emphasizing the importance of positioning over manipulation and fostering constructive dialogue.

Takeaways

• 🗣️ The importance of establishing rapport in communication is highlighted by the speaker's interactive approach with the audience.
• 🔮 The concept of 'anticipators' is introduced, which are linguistic cues that signal what is likely to come next in a conversation.
• 🧠 Our brains are wired to predict and formulate responses during conversations based on common speech patterns and interactions.
• 👶 The idea of 'communicative factory settings' is presented, suggesting that we learn and master conversational patterns from an early age.
• 🚫 The speaker argues that these communicative patterns can be detrimental in certain situations, such as negotiations and meetings, often leading to conflict or stagnation.
• 🤝 A new approach to negotiation is proposed, focusing on 'conceded territory' rather than disputes, which can transform opponents into partners.
• 💡 The speaker advises to use questions to position the negotiating partner, rather than presenting solutions, to foster a more constructive dialogue.
• 🔍 Strategy three emphasizes interpreting objections as consent when they do not cover all possibilities, suggesting a more nuanced understanding of communication.
• 📜 Strategy four involves being aware of presuppositions in statements, which can reveal underlying acceptance of ideas despite surface-level disagreement.
• 🛠️ Dynamic negotiation strategies are presented as a powerful tool that, if misused, could lead to manipulation, but when used ethically, can constructively position people in negotiations.
• 🌟 The transformative potential of applying dynamic negotiation strategies is emphasized, suggesting that it can change one's personality and the way others react to them.

Q & A

What is the main theme of the speaker's talk?

The main theme of the speaker's talk is the concept of 'communicative factory settings' and how they influence our interaction patterns, particularly in the context of negotiations.

What does the speaker mean by 'anticipators'?

Anticipators are linguistic elements and signals that suggest what is likely to come next in a conversation, which the audience often uses to predict and respond to the speaker's statements.

How does the speaker use the audience's anticipation to establish rapport?

The speaker uses the audience's anticipation by crafting a sentence that leads them to shout out the word 'but', demonstrating the power of anticipators and making the audience feel involved.

What is the 'communicative factory setting' according to the speaker?

The 'communicative factory setting' refers to the innate conversational patterns we learn in early childhood, which often lead to predictable responses in various social interactions.

Why are communicative factory settings problematic in negotiations?

Communicative factory settings can be problematic in negotiations because they lead to a cycle of arguments and counterarguments, which can prolong discussions unnecessarily and potentially lead to breakdowns in communication.

What is the example of a negotiation scenario presented by the speaker?

The speaker presents a negotiation scenario involving a citizens initiative president and a politician discussing the replacement of a car park with a harbour promenade.

What strategies does the speaker propose for effective negotiation?

The speaker proposes strategies such as not being misled by anticipators, focusing on the conceded territory, positioning the negotiating partner through questions, interpreting objections as consent when they don't cover all possibilities, and watching out for presuppositions.

What is the concept of 'conceded territory' in the context of negotiation?

The 'conceded territory' is the part of a statement or argument that the other party has implicitly agreed to, which can be used as a basis for further negotiation and building towards a resolution.

How does the speaker address the concern of manipulation in dynamic negotiation?

The speaker acknowledges the potential for misuse but suggests distinguishing between manipulation for disadvantage and positioning people to construct solutions, advocating for the latter as a guiding principle.

What is the final message or 'take-home message' from the speaker?

The final message is to encourage the application of dynamic negotiation strategies in everyday life, emphasizing that doing so can change one's personality and the way others react to them.

How does the speaker conclude the talk?

The speaker concludes with a humorous wish for the audience, hoping that the 'conceded territory' will be with them and wishing them good luck, followed by applause.