The Art of Negotiation: mind games and emotional intelligence

All In The Mind

ABC Australia

Science, Health & Fitness, Life Sciences

4.5 • 825 Ratings

🗓️ 22 January 2023

⏱️ 32 minutes

🔗️ Recording | iTunes | RSS

🧾️ Download transcript

Summary

This episode was first broadcast in September 2022.

You might not think of yourself as a negotiator but big or small we all negotiate daily.

Getting better at it could make your life easier.

So what's the most effective way to negotiate?

Is playing hardball ever a useful strategy?

And what do you do when you're at a power disadvantage?

Transcript

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0:00.0	This is an ABC podcast.
0:05.5	Round, rectangular, triangular, or square.
0:08.7	A table is a table, right?
0:11.4	No.
0:12.4	A table is a symbol.
0:16.9	In 1968, the Vietnam War had been raging for more than a decade.
0:21.2	The enemy had been planning the Tet Offensive for the past six months.
0:24.9	The disastrous Tet Offensive that year was a turning point.
0:28.4	The Viet Cong had chosen a number of strategic targets.
0:31.8	The various parties were finally ready to start negotiating for peace.
0:35.6	But first, another battle needed to be won.
0:39.3	The Battle of the Tables.
0:42.3	So there are four parties in these negotiations.
0:45.3	They were the Americans, they were the South enemies government.
0:47.3	These two were allies.
0:49.3	There was the North enemy's government,
0:51.3	and there was the Vyak Cong or the southern insurgents.
0:54.2	And these two were allies.
0:55.6	And basically the issue with the tables was a dispute over how these southern insurgents
1:00.4	would be represented. So initially the Americans opposed a triangular table with the U.S.
1:07.1	and the South Vietnamese each having one side and the North Vietnamese and the southern insurgents having a third side.
1:13.7	But the North Vietnamese and Southern insurgents found this proposal unacceptable.
	...

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