BABO Negotiating: Enhancing Students’ Perspective‐Taking Skills

Abstract

Negotiation educators recognize that collaborative problem‐solving is a critical negotiation skill. Negotiation outcomes are often better when negotiators take a collaborative approach to the process, and they are better able to do this when they are able to take the perspective of the person with whom they are negotiating. Over the years, I have developed several techniques to help my students improve their collaboration and perspective‐taking skills. One of these techniques is to use collaborative terminology (BABO = both are better off) rather than more competitive language (win‐win). In this article, I describe the strategies I employ in my negotiation class to increase students’ perspective‐taking capacities and discuss how this focus enhances their ability to negotiate collaboratively.

I understand you feel that way, but I feel this way: the benefits of I-language and communicating perspective during conflict

“…During conflict, a hostile approach typically produces hostility in return from the other person, potentially creating a negative downward spiral (Bowen, Winczewski & Collins, 2016; Park & Antonioni, 2007; Pike & Sillars, 1985; Wiebe & Zhang, 2017). Therefore, it is not surprising that recommendations abound in the academic and popular literature about specific communication tactics to minimise perceptions of hostility (Bloomquist, 2012; Hargie, 2011; Heydenberk & Heydenberk, 2007; Howieson & Priddis, 2015; Kidder, 2017; Moore, 2014; Whitcomb & Whitcomb, 2013). …”

“…Consideration of the perspective of the other party is widely held to be beneficial during conflict (Ames, 2008; Galinksy et al, 2008; Hargie, 2011; Howieson & Priddis, 2015; Kidder, 2017). An understanding of perspectives facilitates a more integrative approach where parties are willing to compromise to arrive at a mutually beneficial solution (Galinksy et al, 2008; Kemp & Smith, 1994; Todd & Galinsky, 2014).…”

“…An understanding of perspectives facilitates a more integrative approach where parties are willing to compromise to arrive at a mutually beneficial solution (Galinksy et al, 2008; Kemp & Smith, 1994; Todd & Galinsky, 2014). Therefore, in dispute resolution a mediator will endeavour to encourage perspective taking by both parties (Howieson & Priddis, 2012, 2015; Ingerson, DeTienne & Liljenquist, 2015; Kidder, 2017; Lee et al, 2015). However, fostering perspective taking is more involved than simply telling someone to try and consider the other person’s point of view.…”

“…However, fostering perspective taking is more involved than simply telling someone to try and consider the other person’s point of view. In the negotiation/mediation literature it is recognised that increasing levels of perspective taking is best achieved via the communication process that occurs during a negotiation (Howieson & Priddis, 2012, 2015; Kidder, 2017). …”

“…Kellas, Willer & Trees (2013) refer to this as communicating perspective taking , and report that married couples typically perceive agreement, relevant contributions, coordination, and positive tone as communicated evidence of perspective taking. A more direct strategy to communicate perspective taking is to paraphrase the perspective of the other party (Howieson & Priddis, 2015; Kidder, 2017). For example, by explicitly stating what you perceive is the other’s point of view by saying something like ‘What I’m hearing is that perhaps you aren’t seeing enough evidence of appreciation and so feel like you’re being taken for granted’.…”