I think your law professors needed to lighten up. You settled the negotiation. You did not, however, mention how badly you had raked them and their course over the coals. You should have been negotiating with them for your grade! But it’s hard to negotiate with people you have embarrassed and denigrated! (fodder for another newsletter or additional proof for the Stanford study?) Aw, kids!
High pass because you successfully accomplished the desired outcome. Moreover, you utilized critical thinking skills and learned, the ultimate outcome!
If all managers managed to that concept there would be many more good managers!
I never really used what I learned in most law school classes following my graduation and the decision to use my law degree in a business where ai did not “practice law@. But my stint as Social Director for the student bar for 2 years did provide me with people skills that have proven to be invaluable - so the bi-weekly Friday afternoon keg parties were worth it
Hello - convergent responses always entice conversation and after all, isn't it about the other party when working on establishing a relationship, trust and understanding?
Some folks talk about themselves 1st - and others listen while "driving from the back seat"
High pass, you have achieved a high emotional intelligence level. Those who underestimate the power of fun in business lose a great deal of their life time feeling miserable.
My late husband used a similar tactic in his job with BCBSNC throughout his 30 year career. For about 25 of those years, his job was to audit health care providers to make sure that they were charging both the company and the patient correctly. In the old days that was how the usual and customary charges were determined. Whenever a new administrator took over a hospital, nursing home or medical office, he would make it a point to meet with them over a cup of coffee in their cafeteria where he would explain who he was, why he was going to be there, what he would be doing(auditing their records). That way there would be no surprises when he showed up. When those providers had an issue with the company, he was their first contact to see if the problem could get resolved easily. He was a mediator between the provider and the company; an issue the damn company had a problem with, saying he was too pro-provider. When his division was finally merged into another and his title and duties changed, almost everyone he had worked with in the past hated to see him leave them. Some people just have that kind of personality and that’s a good thing. It’s the oil in the negotiating machine. Both his sons and one of mine have that quality. My younger son along with me just don’t. I’ve seen collegiality work. Same thing used to be a reason to meet over a game of golf. Your profs sold you guys short Bill. Find commonality and get things done.
Was glad to see that Panama on the list of places to live since this is where I find myself now and have been for 2 years. I still stumble with my Spanish but when being understood is important, I thank goodness for Google Translate. As with most languages, there are word variations, phrases and expressions that might be acceptable in Mexico but not here so it’s always a challenge. Even though I’m in the third largest city in the country, there aren’t that many ex-pats here. Most are in Panama City, up in the mountains or scattered along the coasts. What we all have in common though is food. I like to bake so we share our different foods. They get some of my Southern offerings and I get some of theirs. I’m going to make a pan of biscuits in a day or so to pay my neighbors back for the rice pudding and a meal they shared with me.
Not from a lawyer/settlement viewpoint, but from a business view: Its funny how some people think that, in order to close a deal, you have to be all business all the time. What is their success rate in KEEPING the business? Using a convergent approach in your discovery meeting gives them the opportunity to keep talking, which leads to more questions which eventually leads right to their pain points. Now you have the upper hand over all of your competition because you can meet their needs where they are, not where you are...which, for some sales people could be all the way out in left field.
Mane attraction— ouch! 🤣
Thanks for explaining parallel and convergent responses in an enjoyable and memorable way!
I think your law professors needed to lighten up. You settled the negotiation. You did not, however, mention how badly you had raked them and their course over the coals. You should have been negotiating with them for your grade! But it’s hard to negotiate with people you have embarrassed and denigrated! (fodder for another newsletter or additional proof for the Stanford study?) Aw, kids!
Fail the exercise because you didn't do the work. High Pass for a memorable learning experience.
High pass because you successfully accomplished the desired outcome. Moreover, you utilized critical thinking skills and learned, the ultimate outcome!
If all managers managed to that concept there would be many more good managers!
I never really used what I learned in most law school classes following my graduation and the decision to use my law degree in a business where ai did not “practice law@. But my stint as Social Director for the student bar for 2 years did provide me with people skills that have proven to be invaluable - so the bi-weekly Friday afternoon keg parties were worth it
Hello - convergent responses always entice conversation and after all, isn't it about the other party when working on establishing a relationship, trust and understanding?
Some folks talk about themselves 1st - and others listen while "driving from the back seat"
HaHa!
High pass, you have achieved a high emotional intelligence level. Those who underestimate the power of fun in business lose a great deal of their life time feeling miserable.
My late husband used a similar tactic in his job with BCBSNC throughout his 30 year career. For about 25 of those years, his job was to audit health care providers to make sure that they were charging both the company and the patient correctly. In the old days that was how the usual and customary charges were determined. Whenever a new administrator took over a hospital, nursing home or medical office, he would make it a point to meet with them over a cup of coffee in their cafeteria where he would explain who he was, why he was going to be there, what he would be doing(auditing their records). That way there would be no surprises when he showed up. When those providers had an issue with the company, he was their first contact to see if the problem could get resolved easily. He was a mediator between the provider and the company; an issue the damn company had a problem with, saying he was too pro-provider. When his division was finally merged into another and his title and duties changed, almost everyone he had worked with in the past hated to see him leave them. Some people just have that kind of personality and that’s a good thing. It’s the oil in the negotiating machine. Both his sons and one of mine have that quality. My younger son along with me just don’t. I’ve seen collegiality work. Same thing used to be a reason to meet over a game of golf. Your profs sold you guys short Bill. Find commonality and get things done.
Was glad to see that Panama on the list of places to live since this is where I find myself now and have been for 2 years. I still stumble with my Spanish but when being understood is important, I thank goodness for Google Translate. As with most languages, there are word variations, phrases and expressions that might be acceptable in Mexico but not here so it’s always a challenge. Even though I’m in the third largest city in the country, there aren’t that many ex-pats here. Most are in Panama City, up in the mountains or scattered along the coasts. What we all have in common though is food. I like to bake so we share our different foods. They get some of my Southern offerings and I get some of theirs. I’m going to make a pan of biscuits in a day or so to pay my neighbors back for the rice pudding and a meal they shared with me.
Not from a lawyer/settlement viewpoint, but from a business view: Its funny how some people think that, in order to close a deal, you have to be all business all the time. What is their success rate in KEEPING the business? Using a convergent approach in your discovery meeting gives them the opportunity to keep talking, which leads to more questions which eventually leads right to their pain points. Now you have the upper hand over all of your competition because you can meet their needs where they are, not where you are...which, for some sales people could be all the way out in left field.