When one of us (Roi) was nine years old, he visited the U.S. for the first time for summer camp. He was bullied by kids for how he looked and his poor English. One day, Roi asked the main bully to meet him behind a building.
When Surprise Is a Good Negotiation Tactic
Signaling collaboration can lead to a more positive outcome.
October 03, 2019
Tim Flach/Getty Images
Summary.
In most writing on negotiation, surprise is treated as a negative tactic. By adding new partners, changing deadlines, taking back a promise, or creating ultimatums, you can throw your opponent off their game and cause them to make poor decisions. But negotiators can also use surprise in more positive ways: to signal collaboration, generate creativity, destabilize negative patterns, and earn a positive reputation. Expecting the unexpected can reduce the disorienting effect of surprise and even let us spot opportunities to use it for good. In particular, the following skills are most effective in helping negotiators harness the power of positive surprise.