Quantum Negotiation by Karen Walch & Stephan M. Mardyks & Joerg Schmitz

Author:Karen Walch & Stephan M. Mardyks & Joerg Schmitz
Language: eng
Format: epub
ISBN: 9781119374879
Publisher: Wiley
Published: 2017-12-11T00:00:00+00:00

Quantum Negotiation and Style‐Shifting

There are many ancient and classic principles about the acquisition of power through shape‐shifting to accomplish one's goals or to destroy an enemy. “Shed Your Skin Like the Golden Cicada” from the Thirty‐Six Stratagems of Ancient China, for example, illustrates how to escape and regroup if you are in danger of defeat. There are sinister overtones—the strategy of most classic shape‐shifting tactics is to use deception to destroy others. A coercive negotiator uses shape‐shifting tactics to win at all costs in a negotiation.

These metaphors and myths about shape‐shifting exist in many cultures. They traditionally demonstrate how someone can change their physical form to become another person or even an animal. The ability to transform and change shapes is an enduring, compelling human idea. When mythical characters, modern robots, or other creatures change their form or transform into a new shape, they create power, and thus obtain their needs and goals.

There are less fantastical, more practical ways that Quantum Negotiators can increase their power by using adaptability and style‐shifting as shape‐shifting techniques.

One of the most fundamental shape‐shifting techniques that negotiators use is called style‐shifting, which is defined as the ability of a negotiator to use a flexible set of behaviors and social engagement skills. The ability to style‐shift helps to build rapport with a counterpart. For example, Negotiator A, who prefers discreet communication, plans to develop trust and rapport with Negotiator B, who is a very direct communicator. Negotiator A will learn to shift the discreet communication style to more direct communication. Rather than asking numerous questions, Negotiator A will prepare to deliver direct statements and ideas to match the style of Negotiator B.

Quantum Negotiators benefit from the paradoxical combinations of silence and strong communication skills; humility and self‐confidence; quick thinking and reflection; caution and courage; and receptivity and resistance. A shape‐shifter is buoyant and knows when to speak and when to be silent. Shape‐shifting allows negotiators to share personal stories in a way that connects with others. Buoyant Quantum Negotiators can negotiate as events unfold, to be resilient, and to stand up for what they need.

A Quantum Negotiator shape‐shifter can redirect strained or stalled engagement behaviors in a group. They can shift their style and attention in order to more fully engage everyone in their inactions. They can mindfully create “resonance” in the group by shifting the energy. It is much like a musician who can produce a sound or make instrument strings or voices vibrate in tune. This kind of energy is an invisible force that enables the group to get things done more easily. It is not like heat or thermal energy, or even the light from the sun; it is a kinetic and emotional motivation for movement toward common goals. Stamina and resilience are most often required for leading the energy or collective motivation of the group. However, energy referred to here is the “force field” of motivation and connection among partners or team members.

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