FROM ARMY TIMES...
The success of a mission, deployment or career often depends on relations with local nationals, coalition partners and subordinates. If they become disengaged, operations can go crashing down.
Perhaps no Army organization values the power of persuasion like the West Point Negotiation Project, a group that is changing the way cadets and soldiers communicate - often by teaching techniques that fly in the face of traditional Army bravado.
"Oftentimes [soldiers] approach things from typical, traditional, positional bargaining, where we argue over our positions, stick out our chests a little bit [and] get frustrated with the other person if they don't want to give in," said Maj. Zach Mundell, co-director of the project.
"Much better" results, he said, come from an approach foreign to many soldiers: Taking a step back to understand someone else's side and agreeing on a course of action that fits both parties' constraints.
"To negotiate better, you really have to change your behavior ... which requires being able to change your worldview or your assumptions," he said.
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