{"id":1703,"date":"2018-10-24T13:58:13","date_gmt":"2018-10-24T13:58:13","guid":{"rendered":"https:\/\/www.certitrek.com\/nlpa\/?p=1703"},"modified":"2023-07-29T09:51:37","modified_gmt":"2023-07-29T13:51:37","slug":"negotiation-preparation-beats-intelligence-change-mind","status":"publish","type":"post","link":"https:\/\/www.certitrek.com\/nlpa\/blog\/negotiation-preparation-beats-intelligence-change-mind\/","title":{"rendered":"Negotiation Preparation Beats Intelligence: Change My Mind"},"content":{"rendered":"

Negotiation is a vital skill that affects our personal and professional lives. In this article, we’ll explore how preparation can be the most valuable component of a successful negotiation strategy. To illustrate this point, we’ll draw insights from Steven Crowder’s webisodes, where he invites people to change their mind on a range of topics. Despite talking to some people with high intellect and good arguments, Crowder remains unconvinced, even-tempered, and seemingly victorious pretty much every single time. We believe that his secret lies in his voracious preparation, which proves to be more powerful than any quality that his counterparts can bring to the table. In short, preparation beats intelligence in negotiation.<\/p>\n

I had seen the memes for months. \u00a0But, it wasn\u2019t until recently that I became aware that the guy seen sitting behind a table bearing a sign with the words \u201cchange my mind\u201d had a pretty interesting and provocative series of webisodes.<\/p>\n

This guy, Steven Crowder, appears in public places with a sign stating a usually-conservative belief and inviting passersby to change his mind. \u00a0These topics range from abortion rights to gun control ideas to the number of genders among humans.<\/p>\n

I know that, in today\u2019s world, there is much division over political ideology. \u00a0So, this post is not to side with or against Crowder\u2019s views.<\/p>\n

It\u2019s to explore\u00a0how his discussions in these webisodes can\u00a0teach us something about negotiation.<\/p>\n

You see, despite talking to some people with high intellect, good arguments and vested interests in the topics, you don\u2019t really see Crowder getting his mind changed. \u00a0Sometimes you see him changing other people\u2019s minds. \u00a0Sometimes you see people angrily storming away from their conversations with Crowder.<\/p>\n

But, you don\u2019t see them persuading Crowder, despite his open invitation to do so.<\/p>\n

It\u2019s not that he is talking with people with inferior intelligence. \u00a0Many of his webisodes are filmed on college campuses and the volunteers are often super-smart and articulate.<\/p>\n

It\u2019s not that he is talking with people who are unfamiliar with the topic. \u00a0For example, he has discussed \u201crape culture\u201d with actual rape victims and number of genders with actual transgender individuals. (Diazepam<\/a>) <\/p>\n

Still, you see Crowder unconvinced, even-tempered and seemingly victorious pretty much every single time.<\/p>\n

So, what is his secret?<\/p>\n

I believe that it is his\u00a0preparation<\/em>.<\/p>\n

Crowder knows he is really putting himself in a vulnerable position by asking anyone \u2013 anyone! \u2013 to try to change his mind without knowing who he will be speaking with. So, he does what a good negotiator does: \u00a0he prepares voraciously!<\/p>\n

He collects statistics. \u00a0He knows about current events involving the topic. \u00a0He plans his questions carefully to get his counterpart to reveal what he wants them to reveal, often statements he can use to defuse arguments he expects to hear from them later. \u00a0He anticipates what they are going to say and has the perfect response ready. \u00a0He knows which of his arguments are the most powerful and plans when to use them. \u00a0He anticipates angry responses and he stays calm.<\/p>\n

This preparation proves to be more powerful than any quality that his counterparts can bring to the table. \u00a0Preparation beats intelligence. \u00a0Preparation beats having a vested interest. \u00a0Preparation beats less prepared logic. \u00a0Preparation beats emotion. \u00a0Preparation beats\u00a0everything<\/em>.<\/p>\n

And, so I think it is in negotiation, as well: \u00a0preparation is the most valuable component of a negotiation strategy. \u00a0Change my mind.<\/p>\n

Recommended Reading<\/b><\/p>\n