their books or declining to do so, the owners shifted the
focus to the NFLPA’s supposed lack of understanding of
fairness.
If you find yourself in this situation, the best reaction is
to simply mirror the “F” that has just been lobbed at you.
“Fair?” you’d respond, pausing to let the word’s power do
to them as it was intended to do to you. Follow that with a
label: “It seems like you’re ready to provide the evidence
that supports that,” which alludes to opening their books or
otherwise handing over information that will either
contradict their claim to fairness or give you more data to
work with than you had previously. Right away, you declaw
the attack.
The last use of the F-word is my favorite because it’s
positive and constructive. It sets the stage for honest and
empathetic negotiation.
Here’s how I use it: Early on in a negotiation, I say, “I
want you to feel like you are being treated fairly at all times.
So please stop me at any time if you feel I’m being unfair,
and we’ll address it.”
It’s simple and clear and sets me up as an honest dealer.
With that statement, I let people know it is okay to use that
word with me if they use it honestly. As a negotiator, you
should strive for a reputation of being fair. Your reputation
precedes you. Let it precede you in a way that paves
success.
darren dugan
(Darren Dugan)
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