In this interview, negotiation expert and author Doug Stone describes the ways in which difficult conversations threaten our identity. We all believe in a certain way, he said: I am a hard worker, "or I'm a caring boss - and the conversations that feel the most difficult thing for us are the ones that have the potential to threaten that the image itself. It shows that we make some systematic errors of thinking, when we decide whether to avoid or to raise the issue with someone: we tend to focus on costs raise the question of the benefits to avoid it, but we do not think about the benefits of its increase and the cost of avoiding it. It continues describe how these benefits for learning conversations, "provides the tools to address the complex negotiations, and advice on how to deliver difficult messages." Hide
by Doug Stone, Karen Christensen Source: Rotman School of Management, 4 pages. Publication Date: 01 May 2011. Prod. #: ROT137-PDF-ENG
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