A lesson in Defence Against the Dark (Negotiation) Arts
Unveiling Questionable Tactics in Competitive Meetings
The first two articles in the series shed light on important aspects of leading successful meetings: establishing your authority within the meeting environment and thorough preparation.
We drew insights from the intriguing world of penalty shootouts, as highlighted in a thought-provoking piece by Geir Jordet. The article's most amusing part is the description of the actions of the Argentina goalkeeper, Emiliano Martínez, during the final game of the 2022 Football World Cup.
Employing such behaviour during a business meeting seems quite unrealistic, but it's crucial to acknowledge that someone might actually use similar mind games to sway the results of your meeting.
Rather than aiming to mimic the tactics of a crafty goalkeeper, our focus is on learning a lesson in "Defence Against The Dark Arts" within the realm of business meetings that involve opposing teams with differing objectives.
By being aware of these strategies, you'll be better prepared to safeguard yourself and your team against their negative impacts.
1. Dominating the conversation
Individuals might try to monopolize the conversation, interrupting and speaking over others to assert dominance. This can make it difficult for others to voice their opinions and assert themselves, giving the dominant person an advantage.
Countermeasure
Highlight specific, relevant expertise in your team and ask for someone else's contribution.
2. Information overload
Overwhelming participants with excessive information or technical jargon can create confusion and hinder effective decision-making. Those who understand the complexity might use this tactic to manipulate outcomes.
Countermeasure
Promote clear and concise communication. Encourage participants to explain complex concepts in accessible terms and offer opportunities for questions and clarifications.
3. Conflict instigation
Fostering disagreements among participants can divert attention away from the main issues. This can cause others to focus on resolving disputes rather than addressing the core matters at hand.
Countermeasure
Refocus the discussion on the main objectives, referring to shared goals and elements on which the two parties agree. Keep the conversation centred on the agenda and encourage collaboration.
4. Creating a sense of urgency
Intentionally creating or emphasizing time constraints can lead to rushed decisions or prevent thorough discussions. This can be particularly effective if others are unprepared for such tactics.
Countermeasure
Assess the importance of the point being discussed and eventually propose a change of schedule. While it is good to stick with the agenda and the time limits, achieving the right outcome is the ultimate goal.
5. Strategic silence:
Purposefully remaining silent during critical moments can create tension and discomfort. This tactic can prompt others to fill the silence with concessions or additional information, giving an advantage to the silent individual.
Countermeasure
Give participants time to reflect, but if you suspect that this tactic is used deliberately, ask open-ended questions to politely elicit a prosecution of the conversation.
6. Selective acknowledgment
Acknowledging certain individuals or ideas while ignoring others can marginalize specific viewpoints or participants. This can subtly shift the balance of power within the meeting.
Countermeasure
Actively seek input from all participants, facilitating a balanced discussion and ensuring that diverse viewpoints are acknowledged and integrated into the conversation.
7. Ego Ploys
Opponents might try to appeal to your ego or provoke your reactions by appealing to emotions rather than facts, and therefore manipulate the decision-making process. Individuals might use emotional stories or tactics to sway opinions and decisions, discredit your arguments and weaken your position.
Countermeasure
Remain focused on facts, evidence, and rational arguments. Prioritize critical thinking and focus on objective criteria rather than emotional appeals.
By recognizing and addressing these tactics, you can cultivate a more productive meeting environment that promotes informed decision-making and minimizes the influence of disruptive behaviours.
Conclusion
Conducting conflictual meetings requires several small-a-agile skills like pattern recognition (identify the attitude as soon as the first telling signs are manifest), core strength (good meeting facilitation skills) and feet placement (position yourself in the most effective way to be at the centre of the action).
By studying these potential disruptive tactics and developing counter actions, you empower yourself to guard against manipulative behaviours and navigate negotiations with confidence.
Have you ever found yourself in a similar situation, and observed such behaviours? How did you react?