Jackie Gilbert, Jeff Cornwall take on honor in negotiation, offer insight into team behavior

Eight ways to save face for someone else | Organized for Efficiency

Jackie Gilbert is a professor of management at Middle Tennessee State University. This weekend she posted her thoughts on the importance of saving face for others in negotiations with some good tips that serve to remind us all how we're perceived in negotiation. It's a good post and worth a quick read.

From Gilbert's post:

Although in theory we appear to espouse the values of mutual respect and democratic management, how often are these values forgotten when we are faced with an annoying situation? Our desire then to embellish our ego, to trounce an opponent, or to vindicate ourselves at another’s expense may take precedent over conducting ourselves with a sense of decorum. In these moments of self-righteousness indignation, we seem to forget the Golden Rule, or as Tony Alessandra so eloquently coined the term, the Platinum Rule® – treating others as they wish to be treated.

The good Jeff Cornwall picked up her lead in a terrifically interesting direction: entrepreneurial bullying.

Sometimes entrepreneurs just can't help themselves. They get so wrapped up things like making the business model work and growing their ventures that they can lose perspective on their actions. They may talk about the importance of acting ethically and building a positive culture, but the pressures of the entrepreneurial journey can lead to behaviors that do not match their words and their intentions.

When we focus on our individual needs first and only, we loose sight of potential horizons still clouded to us. This becomes critically important in process, system, or departmental integration projects; as soon as you open the door to bringing service centers together you're begging for critical examination of what's good, what's bad -- what to keep, what to trash. This involves judgement, and people hate to be judged.

That's where Cornwall's insights ring so true. When you're asking people passionate about processes they've created to give up those processes for something different, the success of implementation becomes deeply rooted in how you collectively arrive at that decision.