Currently
the situation in Washington or with the Minnesota Orchestra is lose-lose. Since neither party has been investing in a
relationship with the other prior to this debacle, how do we now move
forward? If I were an advisor to the principals involved I would suggest the
following:
1. Have a family dinner party with the both
sides.
2. At the party, share the following elements
that help close deals, which I have learned from doing deals over the past 25 years:
Various elements that close deals
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90% - Attitude
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55% - People
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10% - Tactics
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37% - Process
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8% - Substance
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= Successful outcomes
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These elements are also confirmed in Stuart
Diamond’s great book called Getting More.
When doing deals, most parties focus on tactics and the substance. These are the two
least effective elements to focus on when closing a deal. This
is further complicated when the parties are working through the press. Once the press is involved the tactics and
substance elements reported are not even accurate and they start to inflame
each side’s ego. This in turn causes an
almost complete shut down of possibilities.
3. After sharing these elements with the parties,
I would have them work together on a quick and simple common challenge (a
vanilla issue we all agree upon) that
has nothing to do with the current issue.
This will cause the parties to feel a collective mind shift toward possibility;
4. Once
that exercise is completed I would suggest the following approach:
i. Focus on Attitude & Process. These are the elements that can close this
deal.
ii. Use members of the party that do have
relationships (i.e.,
People) to help close this deal!
iii.
Have the following boundaries:
Both parties quit talking to the press;
Leave the past in
the past and be present;
Be hard on the
problem, not the people;
When talking with
each other try to use facts vs. opinion;
Have regularly
scheduled meetings every day until the issue is resolved;
Focus on
strategies (vs. positions and ideology) to overcome obstacles.
1 comments:
Tom:this is my first visit to your blog, I like it. I acknowledge the common sense approach to creating the beneficial relationships that will ultimately lead to resolution.
Good stuff.
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