A month or so ago I was in PHX delivering a two-day workshop to Steelcase on the fundamentals of negotiating.
One of the premises for an effective negotiation is to focus on common ground. That is, the mutually agreed upon areas where you and the other party agree. Why? Well, it’s because focusing on common ground creates momentum and trust. You need both of these factors to “get to yes!”
Apparently, the United Auto Workers and GM could use a refresher course in the Fundamentals of Effective Negotiating. Did you see the article in the USA Today on Friday concerning the Unions and GM?
http://www.usatoday.com/money/autos/2007-09-13-uaw_N.htm?csp=DailyBriefing
Apparently, the United Auto Workers plan to go on strike at midnight, if an agreement isn’t reached.
- Is this a productive negotiation strategy?
- Does this create momentum and trust?
- Does it help either party achieve competitive advantage against imports, which is the ultimate outcome?
Of course not, that’s because striking erodes momentum, trust and relationships. It’s the equivalent of a husband and wife having a difficulty and one of the parties threatening to file for separation or divorce. Even if they stay together they won’t “be together” as one.
This is the Detroit Dilemma – my hometown. It’s time for both parties to raise their standards and Step Up!
