Is There a Place For a Sense of Humor in Negotiating?

In his first book, What They Don't Teach You at The Harvard Business School, the late Mark McCormick makes this observation: "Other than common sense, the most important asset in business management is a sense of humor. Laughter is the greatest diffuser of business tension and you want to be capable of using it."

Ben Franklin's rules for bargaining include: "Keep your sense of humor."

There is indeed a place for a sense of humor in the negotiating process. I imagine most of us would rather negotiate and do business with someone who keeps the process somewhat relaxed and even enjoyable. Noel Coward gives us some good advice for balance: "Wit is like caviar. It should be served in small portions and not spread about like marmalade."

You may remember that Henry Kissinger's early days in government service were not very productive. It was not until he hired a couple of humor consultants to teach him a sense of humor did Mr. Kissinger become effective. In the book, Travels with Henry, the author reports that some of the arms limitation talks in the Kremlin included laughter and downright silliness. Of course, these were not silly people, it is just that they needed some device for keeping the pressure maneagable and laughter was that device.

Remember, laugh and the whole world laughs with you.....

Jim Sauerwein