What managers can learn from the Trump-Lighthizer memo of (mis)understanding Globe_Careers
Associate professor University of Toronto’s Rotman School of Management and Department of Psychology; director of the Rotman School’s executive negotiation program.conflict over the term “memorandum of understanding” with his boss, President Donald Trump, in an exchange on negotiating a new trade deal with China. As with many aspects of the Trump presidency, social media had a field day with the dispute. Many thought that Mr.
Power can be fleeting in negotiations, so negotiators learn to grab it where they can. One such source of power is the team’s united front – negotiators representing themselves in a unified way give more assertiveness to the offers they table, more emphasis to those they reject, and they can strengthen the perception that they can carry out co-ordinated forms of collective action that their counterpart may wish to avoid.
The first recommendation is to make time to prepare together. We lead busy lives but setting aside time does not require that it be a lot of time. One purpose of team preparation is to check assumptions, identify differences and reconcile them. Anticipating what those differences might be can substantially reduce the time required. Had Mr. Lighthizer anticipated Mr. Trump’s distaste for the term “memorandum of understanding," he could have approached Mr. Trump about it early on.
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