Successful Strategies for Compromise

Compromise is key to a wide range of human interactions, from a marriage between two individuals, to legislative bodies, to negotiations among nation states. A recent article1 summarized empirical research into effective strategies for successful compromises. One effective strategy is perspective-taking, that is seeing the world through another viewpoint. Another strategy is to try to empathize with the party with whom you are negotiating. 152 participants played the role of either the buyer or seller in the sale of a gas station. Prior to the negotiation half the buyers were told to focus on the feelings and emotions of the seller (the empathy group), whereas the other half were told to consider what the seller was thinking (the perspective-taking group). The deal was complicated because the buyer’s maximum allowed expenditure was less than the seller’s minimum acceptable sale price. The optimal agreement here was for the seller to accept a lower price for the station in exchange for future monetary considerations, such as a guarantee of employment for the seller. The perspective-takers were much more successful in striking a compromise. About 76 percent of this group reached the ideal solution compared with 54 percent of the empathizers. In another study over the terms of employment, perspective-takers were able to achieve strong outcomes for both sides, whereas empathizers produced deals that hurt their own interests. Other research has discovered that you need not be naturally fair-minded to consider the opposing viewpoint. Even gentle reminders about perspective-taking can be enough to lessen the problems of a selfish mindset.

Another study gathered a coed sample of participants for an experimental negotiation that simulated a divorce settlement. The goal was to determine an equitable distribution of nine items. Some of the participants were told to be egoistic and to work toward the best personal outcome. Half of these participants were also told to consider the other person’s perspective during the deal. The results indicated that egoistic participants who used the the perspective-taking strategy had fewer impasses and also ended up with higher quality group outcomes.

Optimism, anticipating a successful outcome to the negotiation, is also an important factor. One experimental negotiation involved Israeli participants and a Palistinian research confederate. The negotiation involved the funding allocation for a security fence between Israeli and Palestinian communities. Half the Israeli negotiators told just to do their best to reach an agreement. The other half were given the same instruction, but were also told that every other team of negotiators had been able to achieve a successful agreement. The Palestinian negotiator, a confederate of the experiments, made the same starting and counter offers to each Israeli negotiator. About 82 percent of the Israeli negotiators given the positive expectation were able to achieve a successful negotiation, whereas only 34 percent of the control group, the ones just told to reach an agreement, achieved a successful outcome.

Unfortunately, this effect of optimism does not bode well for the outcome of negotiations that have been going on for many years without success. But in any case, negotiators have to be motivated and be willing to compromise for negotiations to succeed.

The Congress in the United States has been at loggerheads for quite some time. If compromises are not made, there is the real risk that the country will fall off a financial cliff. Unfortunately, there are many members of congress who refuse to compromise and have signed pledges refusing to perform certain acts. These congressmen are anathema to a democracy. All legislators need to compromise otherwise democratic governments collapse. The public blames congress, although it is the public that ultimately is to blame, either for not voting or for voting for candidates who do not compromise.

1Jaffe, E. (2012). Give and Take: Empirical Strategies for Compromise. Obsewrver, October 2012, 25,8, pp. 9-11.

© Douglas Griffith and healthymemory.wordpress.com, 2012. Unauthorized use and/or duplication of this material without express and written permission from this blog’s author and/or owner is strictly prohibited. Excerpts and links may be used, provided that full and clear credit is given to Douglas Griffith and healthymemory.wordpress.com with appropriate and specific direction to the original content.

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