There are multiple vantage points – or perspectives – from which we can view any interaction (a.k.a. negotiation). The perspective we adopt determines what we see. So in order to see more – and thus learn and understand more – negotiators choose to adopt multiple perspectives.
But what happens when I fail to consider other peoples’ perspectives and only stick with my own? Well, unsurprisingly the options, solutions or recommendations I come up with tend to only cater to my problem and my needs.
And if you don’t like my solution then there is a high risk that I will assume my job should be to persuade you to accept my solution. And when that doesn’t work I might instead resort to using power to force you to accept my solution.
And then we clash, deadlock, and get stuck in a potentially perpetual battle. All because I didn’t consider your perspective, and thus I didn’t (couldn’t!) think of a solution that would actually work for you as well.
With that little snippet of theory, let’s see a clear example of it in action. The key phrase to look out for comes about 55 seconds into the video that a reader sent me today.