In business, every negotiation, challenge, or risk involves multiple parties and perspectives. Yet fear can quickly turn these into life-or-death battles of will, with each party clinging desperately to a tiny piece of the puzzle. Former CIA clandestine operative Amaryllis Fox has engaged in complex challenges around the world. In this lesson, she teaches you how to lower the stakes and de-escalate tense negotiations by recognizing the value of your counterpart's point of view.
(uplifting music) … - When I think about risk, … one of the stories that always comes to mind … is being a little kid … and my dad having my brother and I around a table … and holding up a shape … and asking me what shape it was. … And I answered that it was a triangle, … and he asked my brother the same thing, … what shape is this? … And my brother was on the other side of the table … and he said it's a square. … And my dad said, well you guys can argue all night … or I can open my hand. … He opened his hand, … and it was a wooden pyramid. … Square bottom, triangular sides. … And he had been holding it … so that we could only see one dimension each. … And he said, you could've argued all night … and you both would've been right. … But your information would've been incomplete. … Or instead of assuming that only one of you was right … and the other one was wrong, … you could share information, … give one another the benefit of the doubt … and in sharing the perspectives … that you each were uniquely situated to have, …
This course includes videos from:
Ronan Farrow, Pulitzer Prize-winning investigative journalist
Chris Voss, former hostage negotiator for the Federal Bureau of Investigation
Amaryllis Fox, former CIA officer and current writer, television host, and peace activist
Reza Aslan, renowned writer, commentator, professor, producer, and scholar of religion
Kevin Zollman, associate professor of philosophy at Carnegie Mellon University
Note: This course was produced by Big Think. We are pleased to host this content in our library.