The Intelligent Negotiator by Charles Craver

Author:Charles Craver [Craver, Charles]
Language: eng
Format: epub
ISBN: 978-0-307-55707-0
Publisher: Crown Publishing Group
Published: 2002-06-13T16:00:00+00:00

Humor

Humor can be used both as a negative and a positive force during negotiations. It can increase the likability of the person using the humor. Individuals should not hesitate to use their sense of humor during the preliminary discussions to develop more open and trusting relationships with counterparts. If you can become more likable to your counterparts, it will be more difficult for those persons to reject your offers.

Humor can also be used during tense negotiations to relieve anxiety and to reopen blocked communication channels. I recall the story of unusually acrimonious labor negotiations between a large union and a group of employers. After an impasse had been reached, the parties stared intently at one another across the bargaining table. The chief negotiator from the union arose from his seat and began to walk slowly around the table toward the employer side. The room became completely silent by the time he arrived next to the chief negotiator for the employers. He squatted beside that individual and looked at his union colleagues on the other side of the table. When he said, “From here, you guys do look like sons of bitches,” everyone laughed and much of the prevailing tension was broken. He used his sense of humor to point out to both sides that the representatives of each side were merely performing their jobs. By depersonalizing the conflict, he was able to get the participants back on track.

Humor can be used during bargaining encounters to soften the impact of negative statements. When you feel the need to say something negative, say it with a slight smile. This may make it easier for your listeners to accept the criticism. Since they are not sure you meant to sound so negative, they don’t take your comments as personally as they would if they were not accompanied by a smile.

When counterparts announce wholly unacceptable opening positions, you may respond with a sneer or derisive laughter. Your behavior ridicules their stance and indicates rather directly the unreasonableness of the proposed terms. The use of such ridicule is risky because it can easily offend the targets. If you have a good sense of humor, you may be able to soften the ridicule with the twinkle in your eye. If, however, you use derisive humor with a completely straight face, your recipients will perceive it far more negatively.

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