#591: Imagine you're about to ask your boss for a raise. Your stomach tightens. You've rehearsed what to say, but doubt creeps in. Should you be more assertive? More understanding of company constraints?
Bob Bordone, who has taught negotiation for 25 years including 21 years at Harvard Law School, joins us to explain why you don't have to choose between empathy and assertiveness. In fact, combining them is key to successful negotiations.
"It might feel like a tension, but it's not an actual one," Bordone explains. "I can fully appreciate what you're feeling without ever giving anything up in a negotiation."
Bordone breaks down his three-part preparation framework:
He also introduces fascinating concepts like "conflict recognition" — how quickly we perceive something as a conflict — and "conflict holding" — our comfort with leaving conflicts unresolved. These differences often cause relationship problems when we're unaware of them.
"My best friend and I might debate over Flaming Hot Cheetos for 25 minutes. For me, with high conflict recognition, it's completely fun. I go home and sleep like a baby," Bordone says. "For someone with low conflict recognition, they might think, 'That was horrible. Did I hurt the relationship?'"
When someone tries to shut down your request with policy ("that's just how we do things here"), Bordone recommends what he calls the "Wizard of Oz tactic" — asking a few more questions rather than immediately accepting defeat.
The skills you develop asking for a raise transfer to other challenging conversations — from family inheritance discussions to political disagreements with colleagues.
Bordone emphasizes that conflict isn't something to avoid but rather a normal part of relationships. The question isn't whether we'll have conflict, but how we handle it when it inevitably arrives.
Resources Mentioned
Book: Conflict Resilience
Web: BobBordone.com
Timestamps:
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(00:00) Introduction to Bob Bordone
(02:35) Contentious times vs 25 years ago
(04:26) Negotiation vs facilitation vs conflict resolution
(05:56) Key negotiator skills
(08:35) Empathy meets assertiveness
(11:22) Mirror work explained
(15:58) Chair work technique
(19:58) Table work strategies
(24:10) Role-playing in preparation
(31:44) Rights, power, interests framework
(35:39) Conflict recognition vs conflict holding
(42:22) Handling power imbalances
(50:13) "Difficult people" reconsidered
For more information, visit the show notes at https://affordanything.com/episode591
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