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Applying Principles of Improvisation to Negotiation
Author(s) -
Harding Chet
Publication year - 2020
Publication title -
negotiation journal
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.238
H-Index - 32
eISSN - 1571-9979
pISSN - 0748-4526
DOI - 10.1111/nejo.12320
Subject(s) - improvisation , negotiation , meaning (existential) , power (physics) , focus (optics) , theme (computing) , epistemology , key (lock) , sociology , computer science , philosophy , social science , art , computer security , physics , quantum mechanics , optics , visual arts , operating system
Expanding on a theme explored in Negotiation Journal’s last special issue on critical moments, this paper looks at key principles of improvisation and how they may apply to critical moments in negotiation. Improvisational acting encourages us to explore the “what ifs” and to focus on the power of saying “yes” rather than “no”—and “yes, and” rather than “yes, but”—as we listen to and interact with one another. The misconceptions of the meaning of “yes, and” in business and negotiation are also discussed.