Tag Archives: negotiation

Basic assumptions

I was talking to a friend last night and we came to a conclusion about the way things have changed in the last few years. Our conversation was mostly about global power struggles and concerns for how certain global hotspots are really just proxy wars of superpowers so that they don’t have to fight directly. But we also talked about basic relationships between people, and how we relate to one another.

A conclusion we came to is that people no longer give each other the benefit of the doubt that intentions are good. This used to be a basic assumption we operated on, the premise that we can start with the belief that everyone is acting in good faith.

That used to be a good starting place: “Everyone here has positive intentions, now let’s look at where we agree and disagree.” But that isn’t what we see now. Instead it is about winning, making gains, counter arguments, and public attacks and shaming. The starting point is to believe the other side is acting in bad faith.

That dissolves the ability to come to a mutually agreeable conclusion. Before a negotiation or even a conversation starts, the premise is that the outcome won’t be good… that the injury is too deep, the conclusions won’t be mutually acceptable. High expectations, low compromise, and ultimately unsatisfactory outcomes.

A basic assumption of good faith won’t fix all the challenges we see in the world today, but it would be a better place to start. We don’t get very far when conflict usurps conversation and intransigence trumps compromise. There is a difference between wanting a good outcome and wanting to win, desiring conversation and choosing to start with an argument.

Maybe it’s just nostalgia that makes me think we ever had a different starting point, but I believe we have become less tolerant and more reactionary, and that people don’t start with basic positive assumptions anymore.

Assuming the worst

It’s reactive rather than thoughtful. It amazes me how many issues today are immediately an 11 on a scale of 1-10. Let’s just bypass the normal scale and make the issue beyond the norm.

There is no room for ‘ooops’. There is no opportunity to reduce the conflict or issue, it’s just a direct inflation to anger and upset. Retribution trumps resolution. The disagreement itself is an offence and the only solution is complete surrender, full admittance of wrongdoing, no opportunity for negotiation or mutual understanding.

People don’t interact with other people perfectly. Communication is an imperfect art. But interactions get worse when the worst interpretations are assumed. When there is an immediate high voltage response to an issue, the conversation continues to stay charged longer than it needs to. Sparks fly, and no one comes out un-singed.

It’s reactive rather than thoughtful. It is a jump to the worst conclusions. And it leads to no one coming out unscathed, unhurt, or even feeling like the resolution was rewarding.

How much could this change if we believed everyone was doing the best they could? If we chose to assume the best? If we started from a place of compassion rather than getting ramped up? If this is where we started I think, I know, a lot of situations would escalate to a 3/10, and never get to an 11/10.

Wouldn’t that be a better place to start?