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12 Negotiation Skills & the Art of the War

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Comparison between 12 Negotiation Skills and the Art of the War
------ Mengcai LI

Similarities
1. Preparation & Understand Needs on Both Sides Whether before a war or before a negotiation, it is of vital importance to know as more as possible the useful information. Because of that, the leader can understand clearly about what the adversary wants and what himself really wants. Then he can identify the items which can be compromised and which can be obtained. Furthermore, during the negotiation, he can notice to avoid his disadvantage part and lead the adversary to his advantage part. 2. Well-informed The factors which can affect the war’s outcome of success or failure are not only relative with the scale of army and the general’s stratagems, but also the weather and geography, so as the negotiation. The more relevant information one has, the better one’s position is. 3. Hide information Both the war and the negotiation, it is necessary to keep some vital important information as secrets which may decide the success or failure.

Opposite
1. Irritating the adversary “If your opponent is of choleric temper, seek to irritate him. Pretend to be weak that he may grow arrogant.” In the war, it is a great strategy to irritate the adversary if the opponent is of choleric temper. However in the negotiation, it is inexpedient to take such action. Because that after most negotiations, both parties want to keep a long term relationship. It is necessary to make the negotiation harmony. 2. Win-Lose/ Win-Win For the war, there is only one result which is that one wins and another one loses. On the contrary, every negotiator all wants to create ‘win-win’ situations. It is good for relationship for the future. 3. Never lie During negotiations, it is unacceptable to lie because that his future credibility will be lost forever. However in a war, it may be a useful method to get…...

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