There’s a subtle technique I’ve been finding very helpful when clashing during a negotiation, at times when the stubborn idiot across me is just not budging or listening.
I think to myself: he too has a family with all its ups and downs. He too has responsibility for others. He too has insecurities and in his own way is working for a better life. I let these fleeting thoughts linger in midst of the negotiation. They make him a little bit more human and in the background there is an understanding that we have a lot in common. I feel a connection.
There is now an increased quality in the non-verbal element of our communication and what I say is received with a lower guard and greater trust.
Try it. Just for the fun of it. Would love to know what you think.