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
<� current articles