There are many constructive moves you can make when you find yourself in a difficult conversation or conflict at work. But they all rest upon a foundation of one crucial move. I demonstrate it for you here.
Yes, the Inuit can identify 50 different kinds of snow. But in order to be effective at work, you just need to recognize two kinds of conflict: one that’s essential for success, and one that gets in the way of it.
If you merely assert what you want when you negotiate, you’re bound to get mediocre results. Uncovering the motivation behind people’s demands, however, often leads to elegant, and more effective, solutions.