In January, I attended the World Affairs Conference in Toronto where I presented a speech on Crime and Punishment: The Erosion of Civil Liberties. There are many threats to our civil liberties. The two that concern me the most are complacency and political correctness. Too many people believe that civil liberties will never be eroded or leave it to others to protect them. By not being involved they are ‘enablers’. This means that by doing nothing, they allow civil liberties to be eroded.
Our website, ww.ascutler.com, will be undergoing a modest change. There is a new page devoted to e-learning and distance learning. We are also changing our course structure to reflect the ‘on-demand’ nature of training rather than a rigid schedule.
On March 12,2012, I was honoured to be a co-presenter of the 2012 Golden Whistle Award to Brian Skakun of British Columbia. It is a yearly national award presented to whistleblowers for their “Integrity, Courage, Resolve in the service of Peace, Order and Good Government.” The Reader’s Digest has profiled him in the April edition on pages 70 and 71.
I am also profiled in the same Readers Digest article on page 75. The article is titled, “Enemies of the State”.
We are still actively searching for one individual who would like to work with us on marketing. This has long term potential. Initially, it is anticipated to be to be a part-time commission position, growing into full-time employment. If you are interested or know anyone who would be interested, please let them know or send an email to firstname.lastname@example.org.
Practical Negotiation: Market and Social Norms
What is not taught or clearly recognized is the different between Market norms and Social Norms in a negotiation. The two norms relate to how the negotiation is conducted but are embedded in reality rather than the negotiation strategy processes that are taught.
Every skilled negotiator needs to recognize the difference between Market and Social Norms and when each one is applicable.
Market norms are related to cost. This is the view is that you get what you pay for. Social norms, on the other hand, are related to our need for community and our ‘social’ nature. We help each other as part of our humanity, not expecting instant rewards. The two overlap each other and are part of all negotiations – but should not be confused with each other.
It always helps to provide a simple illustration. Let’s assume that you have a friend who is travelling and need to get to the airport. As a favour, you drive them to the airport and wish them a good flight. This is a Social Norm. Now imagine that they take a taxi to the airport, paying the driver for the trip. This is a Market Norm.
To illustrate how the two can be confused, we need one more scenario. You take your friend to the airport. They offer $20.00 to pay for the trip. How do you feel? Your friend has just changed the Social norm to a Market norm. If you are similar to most people, they have crossed the line. It is no longer a friend doing a favour for a friend. However, it they offered you a bottle of wine as a thank you, without mentioning the price (even if it was more expensive than $20), they have remained in Social norms.
Having introduced the subject, it will be discussed in more detail next month as it relates to hospitality, gifts or bribes in negotiation.