Communication Choices: Harnessing Energy Patterns in Negotiations

Gijs Van Wezel

Former Manchester United football coach, Van Gaal, often emphasized the critical nature of choices his players made in ball possession and field positions. The energy expended and the potential game-changing consequences of incorrect decisions were always at the forefront.

In our daily lives, both personally and professionally, we encounter similar choices. Consider the draining interactions with family or colleagues; often, we're oblivious to the implicit decisions being made, overshadowed by ingrained habits and negative expectations.

Recently, I had the privilege of leading an HRDC training session for a diverse group of participants. The feedback was overwhelmingly positive.

The session featured a negotiation case study and a self-assessment of work behaviour. Through group reflection, we dissected how different choices could have led to more favourable negotiation outcomes.

This training is designed to cultivate awareness and practical skills in making conscious choices. I strongly encourage managers to prioritize such training for themselves and their teams. Beyond its practical benefits, my previous group attested to its enjoyable nature.