Q & A Table of Contents
Control Over One's Life
From: Sarawak, Malaysia
Question: In negotiation where Basic Human Needs is an issue,when we say "Control over one's life", would you say this means: -
1. Self actualisation
eg. interest to develop potential of individual to fullest where motivation in the negotiating process is to achieve
the highest level of performance attainable
OR
2. Involvement
eg. the need of adversary to be seen as working in the development of the outcome rather than discounting him as a contributor ( ego - as when a subordinate comes up with a good quality improvement scheme in which the position paper would show the immediate boss as the motivational factor or facilitator even though he is clearly not and the presentation is planned for top management.)
I have this difficulty in identifying a case for discussion where the dormant need/interest of an adversary involves this 'control in one's life' thing.
Response: Often the questions that come into TNSC's helpline are very simply stated and yet demand complex answers.
The statement of your question is complex. Let's see if we can offer a simple answer:
So great a focus on the theoretical underpinnings of 'Control over one's life' in negotiation does not appear to be grounded in the practical consequences of the answer.
If you are looking at what may be motivating an 'adversary' in planning for a negotiation, there are practical consequences if you view the individual's interests as including some or all of the following:
1. Impress the immediate boss to: get a raise, better working conditions, more input on operational decision-making.
2. Build a record of accomplishment to further one's career.
3. Derive a personal sense of accomplishment for having contributed to or initiated a means to achieve a positive result for the company
4. Overcome the feeling that 'I don't get no respect.'
5. Impress co-workers, both members of one's team and others who may learn of one's achievements.
6. Influence your response to the possible outcomes the negotiation might yield.
Thus, my answer to your question is that both Self-Actualization and Involvement are two of many issues that can arise when one looks at control over one's life, whether in business negotiation or in other areas.
In his 'Notes From the Underground', Dostoevsky said, 'Human behavior is motivated by the craving for absolute freedom and self-assertion in defiance of all dictates of reason.' I think that sums it up rather neatly.
Hope this helps,
Steve
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