Avoid Adversarial Relationships
How to Disclose
by Gerard I. Nierenberg
A DISCLOSURE MIGHT BE DEFINED AS PRESENTING “FACTS” HITHERTO UNKNOWN TO THE LISTENER. A master
salesperson will add a footnote: Disclosure can strengthen a relationship and enhance the possibility
of reaching a lasting, mutually beneficial agreement. There are, of course, other types of disclosure.
One is the ego-satisfying citation of “facts” by a know-it-all. This kind of disclosure is likely to
inspire the reaction elicited from Samuel Johnson in another context: “It [a dog’s ability to walk on
two legs] is not done well, but you are surprised to find it done at all.”
on your point of view. They are the epitome of the “win-or-lose” negotiating philosophy, as exemplified
by a long history of religious wars, “righteous” causes, and more recently, advertising fervor.
To contact Gerard I. Nierenberg, visit www.negotiation.com or write: Negotiation Institute, Inc. 10 East 40th Street, Suite 1308, New York, NY 10016
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