Can you turn a foe into a friend in order to win a dispute? The article Turn Your Adversary into Your Advocate is a must-read feature in the June issue of Negotiation, the monthly newsletter that offers powerful negotiating tools and techniques developed by Harvard University faculty and editors from the world-renowned Program on Negotiation at Harvard Law School. If the concept sounds farfetched, the article examines a particular tactic that has been proven to work in all types of disputes: Ask for advice.
There are definite advantages to asking for advice outlined in the article co-written by Katie Liljenquist and Adam Galinsky, who both teach negotiation at Northwestern University’s Kellogg School of Management. Benefits include the opportunity to shift an adversary’s perspective about who you are and opening a dialogue with an opponent to mutually fix a problem.