Negotiation principle 4: objective criteria and legitimacy
Unfortunately, it is not enough if we alone find our demand legitimate. We have to convince our counterpart step by step, explain our position objectively and make it comprehensible. Objective criteria and the principle of legitimacy are particularly helpful here.
Objective criteria: measurable, observable variables
Legitimacy: comparisons with neutral standards, rules, norms
A project manager applies to take on an international project. The applicant should declare whether his/her English language skills are sufficient.
How convincing is the following information? “They want to know if I can speak English well enough to manage the new international project. I speak English fluently and write well. I enjoy English. And my English sounds good. I’ve already been told by Americans that I speak without an accent.”
Now take a look at the second piece of information. Drag the objective criteria into the fields and then let the statement sink in. “…”
Drag the objective criteria into the fields
Can you tell the difference? … The second statement uses objective criteria, measurable, verifiable facts. The recipient can examine them objectively and draw their own conclusions. The first statement provides the conclusions without the recipient being able to deduce them.
Objective criteria are now used in the above example.
What changes if the principle of legitimacy is also used?
Legitimacy means establishing references to standards, rules and agreements. The applicant could consider the following in preparation, clarify it or ask about it:
- Is there a company rule that states which English requirements must be met for international projects? Does it fulfill them?
- What proof of English language skills did the last two project managers provide and how does he compare?
- Can he name respected people from the company who were present when he spoke/argued in English that he can give as a reference?
- He can offer to continue the conversation in English. Then he can politely ask how he sounds compared to the approved project managers.
