Many of us feel anxious at the thought of having to negotiate, but, whether we like it or not, negotiation is part of everyday life, both at work and in our personal lives.

Dan* is responsible for one of the robots in the workshop. You are his supervisor and you suspect that the rejection rate is much higher than usual when he is at the controls. You check the operations log and your suspicions are confirmed.

Manuel* has been ill at ease with his supervisor Robert* for several months, but is having difficulty instigating a calm and constructive conversation about it. “Every time I try to start a discussion, I get flustered and feel like he’s manipulating me.

In an oriental fable, six blind men decide to meet an elephant in order to broaden their horizons.

Paul* came to see me because he’s not getting along with his colleague: “Ben* is the coordinator of the project I’m working on, but he’s doing it without really consulting any other members of the working group. He seems to work on the project from his office, by e-mails mainly. 

It’s not uncommon in communication for a hidden message to take on more importance than what’s actually said.