021-Getting to Yes: Negotiation for non-negotiators (part 1 of 2)
Project Management Happy Hour
Building Relationships With Stakeholders
The goal here is to get the other party to feel like they are on your side, that you are partners facing off against a problem. Ben Franklin would ask his negotiating adversary if he could borrow a book because borrowing a book flattered his opponent and also made them feel a bit more at ease,. knowing that Ben now owed them a little bit of a favor for lending him this book. So it's not me versus you, it's you and me versus this problem.
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