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All In The Mind

The Art of Negotiation: mind games and emotional intelligence

All In The Mind

ABC listen

Life Sciences, Health & Fitness, Science

4.4785 Ratings

🗓️ 17 September 2022

⏱️ 32 minutes

🧾️ Download transcript

Summary

You might not think of yourself as a negotiator but big or small we all negotiate daily and getting better at it could make your life easier.

Transcript

Click on a timestamp to play from that location

0:00.0

This is an ABC podcast.

0:05.5

Round, rectangular, triangular, or square.

0:08.6

A table is a table, right?

0:11.3

No, a table is a symbol.

0:16.7

In 1968, the Vietnam War had been raging for more than a decade.

0:21.1

The enemy of the planning the Tet Offensive for the past six months.

0:24.9

The disastrous Tet Offensive that year was a turning point.

0:28.2

The Viet Cong had chosen a number of strategic targets.

0:31.6

The various parties were finally ready to start negotiating for peace.

0:35.6

But first, another battle needed to be won.

0:39.7

The Battle of the Tables.

0:42.8

So there are four parties in these negotiations.

0:45.2

They were the Americans, the South enemies government.

0:47.9

These two were allies.

0:49.1

There was the North Vietnamese government, and there was the Vyakong or the southern insurgents.

0:54.0

And these two were allies.

0:55.0

And basically the issue with the tables was a dispute over how these southern insurgents would be represented.

1:02.0

So initially the Americans opposed a triangular table with the U.S. and the South Vietnamese each having one side,

1:09.0

and the North Vietnamese and the Southern insurgents having a third side. But the North Vietnamese the South Vietnamese each having one side and the North Vietnamese and the Southern

1:11.1

insurgents having a third side. But the North Vietnamese and Southern insurgents found this

1:16.3

proposal unacceptable. Because it meant that they got one side versus the Americans and the

1:21.5

South Vietnamese who each had a side of their own. So they'd be outpowered, you know, symbolically,

...

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