Off the record?
We’ve all heard the following scenario: the politician tells the journalist that he will only talk off the record. The journalist agrees, the politician gives up some juicy information, and the next day, the whole story is told in the daily newspaper, citing an unnamed source, which it turns out can ONLY be the politician. Politician gets angry at the journalist, and trouble ensues.
But, for the record, there is a legitimate need for off-the-record talks when you are conducting business negotiations.
Off-the-record talks are any informal communication between the negotiating parties. The talks can be held in an elevator, in restaurant or wherever the negotiation is NOT taking place.
In an informal setting, people discuss their personal problems and gripes, and generally, the stuff of everyday life. These informal discussions make it safe to let out steam. Because there is no structure, and what is being discussed does not have to be agreed to, both parties can test assumptions.
Being off the record allows the parties to say what is on their minds, and give a more real sense of the issues and problems.
According to Chester L Karrass, off-the-record talks “are mandatory when official positions have hardened and deadlock is imminent. While it may be difficult to say anything conciliatory at the table, a few well-chosen words after dinner can indicate unofficial willingness to compromise.”
Because off-the-record talks tend to be more social in nature, people are easier on each other. It allows common ground to appear.
As Karrass punctuates: “Not everything that must be said can be said at the negotiating table. A good negotiator knows that.”
How often do you go off the record? Have you found that it has moved a negotiation to reach a deal?
But, for the record, there is a legitimate need for off-the-record talks when you are conducting business negotiations.
Off-the-record talks are any informal communication between the negotiating parties. The talks can be held in an elevator, in restaurant or wherever the negotiation is NOT taking place.
In an informal setting, people discuss their personal problems and gripes, and generally, the stuff of everyday life. These informal discussions make it safe to let out steam. Because there is no structure, and what is being discussed does not have to be agreed to, both parties can test assumptions.
Being off the record allows the parties to say what is on their minds, and give a more real sense of the issues and problems.
According to Chester L Karrass, off-the-record talks “are mandatory when official positions have hardened and deadlock is imminent. While it may be difficult to say anything conciliatory at the table, a few well-chosen words after dinner can indicate unofficial willingness to compromise.”
Because off-the-record talks tend to be more social in nature, people are easier on each other. It allows common ground to appear.
As Karrass punctuates: “Not everything that must be said can be said at the negotiating table. A good negotiator knows that.”
How often do you go off the record? Have you found that it has moved a negotiation to reach a deal?
Labels: Improving Business Results
posted by Karrass at
5:20 PM
1 Comments:
I can say that going off the record has been a good practice in our company, though an informal one (formal procedures were quite strict on this). What I understood is that you must be an experienced negotiator when you decide to go off the record. The key issue is to keep the balance between work and life and don't mix the two. Early in my career I was caught in a situation when talks off the record became a barrier later when we had serious problems with the contractor.I felt uneasy because I let myself build friendly relations with the other party and now didn't know how to run tough discussions. I had to learn to separate work from the rest.
By
Dinara, At
October 27, 2009 2:52 AM
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