What the hey is going on with BA?
How could NLP help with the BA negotiation?
Everyone’s talking about the BA strike and the chaos that ensue. Now, not only are there threats of strikes, but lots of planes being cancelled because of the volcanic ash from Iceland. The potential impact is huge.
When you talk to people from the different sides you’ll hear arguments that show that each side is totally convinced with their own reasoning. What is stranger is that if you are on the other side, you’re likely to think that the other peoples’ arguments are insane and even criminal!
How come there is such a divide?
Well, first of all it is largely to do with values – the things that are most important to us. To one side the most important value would be something like the success of the company. To them, with the economic crisis the only way forward is to do whatever it takes for this to happen – whether it makes cuts or changes to the benefits of employees. Naturally they think the thought of striking is crazy because it could threaten the whole company.
On the other side, the employee’s main focus could be their safety and security – making sure they have a safe job with benefits – their focus is on maintaining the safety and security and striking to make their case acknowledged is the way they believe will get them heard.
So how do you negotiate with conflict?
The NLP model includes many distinctions, too many to fully outline here and they include
1: Separate intention from behaviour
If you get stuck on the specific details of the argument, you will never find agreement. You need to find a level for agreement, which you do by:
2: Find the intention behind the arguments/behaviour by chunking up
Ask questions such as ‘For what purpose? What is the intention? What is that an example of?’ – these ‘chunk up’ the specific behaviours to higher levels and you keep going until you can find a level of agreement. For example, in the nuclear arms race, one side would be for total disarmament and the other side wanted more nukes. However if you chunked each side up high enough, their higher intention would be similar – peace
3: Once you have a level of agreement, start to chunk back down only as quickly as you can maintain agreement
Start to work on other ways to maintain the highest intention by finding more specific alternatives.
4: Check for agreement at each stage with conditional closes along the way
Only gradually get more specific solutions as long as agreement can be maintained – ask questions like ‘If you could have x, then would this be ok?’
This is an overview of some of the negotiation model. In NLP there are so many different methods of using language, negotiating and influencing it would take pages to into depth. The best way to learn more would be to attend an NLP Practitioner training in North London – find more details here…