One of those “Aha!” moments at a business negotiation class: the irrational negotiator, often (not always) gets the better deal!
Imagine two race car drivers, who are heading towards each other, in high speed, where, if neither party veers off-course, both are destined to mutually assured destruction. No rational person would allow such an outcome! However, one of those race-car drivers will turn/veer allowing the other one to continue and win his course.
In this predicament, we even discussed the possibility of having a spare steering wheel during the race, that can be thrown out of the window, signaling to the other race-car driver that you have absolutely no control of the car; hence forcing him to veer off-course!
Look at the nations of North Korea or Iran today; the war-signals they are sending to the United States, is very similar behaving irrationally, akin to throwing the steering wheel out of the car!! History will tell one day, if they are bluffing or just acting desperate.
Sometimes, we are faced with such a conundrum at work – to behave irrational – so that people can’t take you for granted or be “predictable” on a day-to-day basis.
Once, at a negotiating meeting, with a senior-leader at a multi-billion dollar corporation, he threw a 30 page document across a long mahagony table, letting me know that he doesn’t care!! Definitely was a theatrical and dramatic move that got my attention.
In business life, often the dramatic, chaotic, noisy bullies get more attention than do the sober, rational, pleasant people. As leaders, we must always be aware of this situation and take measures so that bullies don’t rule the world. Once, one of my VPs would habitually start off every meeting with a negative statement. After cringing at his tirade a few times, he had to be confronted that this is unacceptable behavior and neither I, nor his peers appreciated this model.
Sometimes, you just have to hold your hand up and say STOP. This behavior is unacceptable! Most of the time, this boundary-setting works; sometimes it creates a bit more chaos at first, but eventually the babble-rouser leaves or simmers down.
In my recent personal history, I have also experienced a similar outcome with individuals who want to raise hell, creating chaos in my life. They come attacking you like a jailed cat – if you don’t listen to their threats – they will create massive chaos and destruction in your lives and the ones you love.
In every instance, personal or professional, I have found that the last thing you want to do is pay too much attention to noise-makers; also you don’t want to be the completely predictable, “dull & boring” (D&B) bosses or partners. Not sure if it’s just our animal instincts, but people react and respond sometimes – when there is measured unpredictability! You don’t have to be a (complete) jerk – neither do you have to be a (really) nice guy; you have to find a delicate balance of both.
In a recent personal crisis, I took the helm of the situation, calmed everybody down – made difficult decisions and most importantly, shouldered the responsibilities of life alone – without help from anyone. At one point, my nicety was taken as a sign of weakness – and some people wanted me to take more responsibility and/or have just taken me for granted.
I have found, just by a “gentle” push back – majority of these situations can be corrected. At the end, there are fewer jerks you have to take on one-on-one in a confrontation. In that case, come prepared with examples, situations and your worst-day, bad-anxiety behavior. Hopefully, that rarely happens to you.
However much we try to remain leveled, and do the right, rational and fair thing – the world sometimes needs boundary-setting. As we try our best to accommodate every one else’s best interest, it’s also very important that we are treated fairly by others.