December 3, 2004
News & Opinion: (Little) People Skills
Another interpersonal skill is the ability to negotiate. Modern management, like modern parenting, involves unending negotiation. One former high official in the Defense Department under Reagan confided that negotiating with his teenaged daughter taught him more about how to deal with the Soviets than any other training hed ever had. After years of dealing with "What cant I stay up later?" "Why cant I have the car?" "What cant I go to that movie?" talking about the ABM treaty with a grown-up in Geneva was childs play.
A big point here is that parents often learn not only how to deal with people tactfully, but how to be tough when need be. One investment banker told me that after a rough night of dealing with an obstreperous toddler (it was "NO, NO, NO!" until midnight) she had to drag herself to a big negotiation the next morning. Irritable and grumpy from lack of sleep, she snapped "NO!" to the other sides every suggestion. "NO!" "Impossible! We might as well end this right now!" The opposing side eventually called a time out and then came back and agreed to all her major demands.
"Thats when I discovered the power of the Irrational No," she explained.
About Dylan Schleicher
Dylan Schleicher has been a part of the 800-CEO-READ claque since 2003. Even though he's stayed on at the company, he has not stayed put. After beginning in shipping & receiving, he joined customer service and accounting before moving into his current, highly elliptical orbit of duties overseeing the ChangeThis and In the Books websites, the company's annual review of books and in-house design. He lives with his wife and two children in the Washington Heights neighborhood on Milwaukee's West Side.