Tuesday, July 13, 2010


There is a classic negotiation drill that places two persons in a room together, with a line down the middle of the floor.

Their assignment is to convince the other person to step to their side of the line.

Those educated in the west will spend hours trying to get the other person to cross the line, but almost everyone stubbornly refuses.

The Japanese, with a different educational and cultural background, almost always solve the problem immediately.

"I will cross to your side of the line, if you will cross to mine."

Both win.

[Source: A belated 1997 article about "thinking strategically" by Larry Webster]

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