Picture: Plato and Aristotle in discussion, by Luca della Robbia (1437)
DEAGOSTINI / GETTY IMAGES
From observing what excellent negotiators do differently, on going research show that Disagreement creates clarity in negotiations.
This wonderful passage says it all:
“To disagree well you must first understand well. You have to read deeply, listen carefully, watch closely. You need to grant your adversary moral respect; give him the intellectual benefit of doubt; have sympathy for his motives and participate empathically with his line of reasoning. And you need to allow for the possibility that you might yet be persuaded of what he has to say.”
– Bret Stephens
It’s an amazing read 🙏