August 2024
Beginner
336 pages
7h 29m
English
Content preview from The Elements of Negotiation
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ELEMENT 23Threats
Years ago, when my daughter was about five years old, we entered a major toy store in downtown Copenhagen. Our purpose was to buy a birthday gift for a boy named Sillas.
He had his heart set on something specific, which I was trying to find. While I was preoccupied, my daughter wandered off. I wasn't immediately concerned; during our visits to toy stores, she was invariably drawn to the Barbies, much like a moth to a flame.
Unfortunately, the toy Sillas wanted was sold out. It was time to locate my daughter and leave. I couldn't spot her behind the shelves due to her height, so I headed toward the Barbie section. Sure enough, she was there, clutching a large Barbie doll. “Daddy, I want this Barbie doll!” she declared, leaving no room for negotiation. It was a demand, and I don't respond well to demands. So, I replied firmly, “No, please put the Barbie back. You just had a birthday and received plenty of toys. Put it down; we need to leave.”
To my surprise, she stood her ground, reiterating her demand for the Barbie doll.
Taking a deep breath, I resorted to a threat that had always worked before: “Either you put down the Barbie and come with me, or you'll stay here by yourself in this huge toy store because I'm leaving now!”
This threat had always been effective, but this time, my daughter, not showing the best judgment, defiantly stated she wasn't moving and insisted on the Barbie. I turned and started walking away, expecting her usual response—running after ...
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