Q & A Table of Contents
Stories and Parables and Humor
From: Israel
Question: I found out in many negotiations that people are using stories to break the flow of the negotiations. Sometimes this makes the other side more nervous, even though each of the stories are related to the subject and to the situation.
Can you please advise on sources for such stories which may be sorted by subject and situation.
Response: Since information is the fundamental asset of negotiation, sometimes a story presents a parable that can help illustrate a point. The most useful stories are real ones from your own experience or from the experience of people you know. Sometimes a joke works as well: to make a point, to give people time to think about what is really going on, to give the 'other side' a chance to see another side of the issue. It all depends on your objectives.
If you are looking for a source of stories, there are certainly dozens of books -- generally books of humor -- which will often contain gems of wisdom. Having a sense of humor gives one an easier time deriving the entertaining elements of a situation.
I'll tell you one joke which can be used as a litmus test to determine whether the person with whom you are speaking is married:
If a man says something, and is wife is not there when he speaks, is he still wrong?
Good luck and good negotiating, Steve.
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