Learning Unit 2 : During the Discussion

• Do not state the whole case in the beginning, develop your case as the discussion proceeds.
• If you put forth your whole case at the beginning, you leave no chance to change your position in the light of other persons argument.
• Be a silent listener of others. Speakers argument, notice the tone, not just the words. Tone will tell you how they inside them. Confident or nervous, irritated or cool.
• Do not interrupt. Interruptions annoy, instead of encouraging corporation.
• Put searching questions to verify the correctness of factual information, such as dates, figures etc by the other party or of their logic.
• If you doubt the correctness of the information given by them, do not directly challenge them by telling them. “You are wrong” instead, you may put further questions such as:
• “Could you explain the connection between that point and what you said earlier about x?”
• “I have not understood the logic of that: could you put it in a different way?”
• Avoid Confrontational Tone
• The Strategy should be to allow the discussion to move towards agreement. For securing this purpose you have to psychologically encourage corporation throughout the discussion.
• Use impersonal terminology to point out corrections, rather than making personal criticisms.

Using Adjournments

During the discussions a short break of ten minutes can be useful for two purposes.

• To get a chance to consider new points or proposals before going to decide on final commitments
• To change the mood of the discussion of it has become too emotionally charged.

Concessions and Compromise

At times, it may be impossible to move further without making some concessions. Strategy is concerned partly with timing, and partly with the way possible concessions are introduced into the discussion.

When we realize that attitudes are hardening and again and again the same points are being repeated, the discussion could be changed to an exploratory phase.

Use Conditional Compromise:

You can say, “ Since we now know other’s views, it might be helpful if I could know what your response would be to my suggestion that I could accept to this extent what you have suggested”.

• “Would you do “x” if I expected to do “y”?”
• “Would you be able to agree to “x” if I am able to postpone taking action on “y”?”

Emphasise the other person’s benefit from your compromise suggestions:

• The other person should not be allowed to feel that s/he by expecting your offer of concession or compromise.
• Praise the other party for a good suggestion which you are going to accept as a condition for changing your position.

As a strategy:

• Do not allow the discussion to go on to long without bringing in concession/compromise necessary for reaching agreement.
• Introduce concession/compromise on a non-commitment basis.
• See the concessions suggested from your side since to belong to moves by the person.