Where to Sit at the Bargaining Table: Part 1
First a quick word
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Take a seat
Here’s a puzzle. It’s drawn from psychologist Robert Cialdini’s book, Pre-suasion. Cialdini says it’s not what you say that makes you persuasive. No, it’s what you do before you say anything that matters most. (And his insight applies to dynamics in Zoom meetings, as well.)
Let’s be optimistic. Imagine that before long you’ll be back in your workplace, for a meeting that’s personally very important to you. Where should you sit? The meeting will either approve or reject an important project you’ve proposed. Your boss has clearly stated that she will make the final call, but first she wants to hear the views of others in your group. Some colleagues support your initiative. Others don’t.
You’ve arrived a few minutes early, but most of the dozen seats are already taken.
Your boss is settling in at the 12 o’clock position, (the circled B ). All the red seats are filled. The only ones left are at the 3, 6, and 11 spots.
The boss likes to get everyone into the discussion. Starting a meeting, she usually does a check-in, going clockwise around the table, leading off with whoever is immediately on her left. Each person has one minute to state an opinion or to pose a question.
You only have only brief moment to make a choice. To wield the most influence, where’s the best place for you to sit? Cialdini has a strong point of view on that question and now that I think about it, I’m convinced he’s right. Before revealing his answer—and the reasons for it—I want to know what you think. Use the comment feature to make and explain your choice.
In an article next week, I’ll discuss his answer and share results of prior surveys I’ve conducted. I’ll also say more about the close connection between persuasion and successful negotiation. Right now, though, I’m eager to see your choice.
Housekeeping
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Many thanks!