Negotiation dynamics: don’t feed facts and logic!

‘Dear pupil, please bend your head backward and open your mouth. Now I am going to shove facts and logic down your throat. Keep still and take it in. Do you feel nice and satisfied or feel sick from unwanted information?’

This is how Ingemar Dierickx teaches his lessons during the Negotiation dynamics Master Class, organized by Climate-KIC. For two days he was able to keep 30 starting entrepreneurs focused for eight hours a day.

Ingemar continues: It doesn’t help at all to share your diarrhea of facts and logic. You want to get a smile on their face in order to reach a great deal. What you need to do is retrieve information about your counterpart. When do people think you are smart? When you talk or when they talk?’
Entrepreneurs: ‘When they talk.’
Ingemar: ‘And what do they love to talk about?’
Entrepreneurs: ‘Themselves.’
Ingemar: ‘Themselves, indeed, that’s what you want to make them do right?! Make them share information about themselves and make them think you are smart. By asking questions you get insight in the needs of others. This insight will help you to see the benefits for your counterpart and to reach a great deal with mutual benefits both parties.'

During the Master Class Ingemar is constantly using his own advice to interact with the entrepreneurs. He is not simply shoving facts and logic about Negotiation Dynamics down our throats, but tells funny stories and asks us what the lessons are. With his humour he keeps us active and interested. He made me think he is smart. I learned a lot and think back about the Master Class with a smile on my face.