This week I am going to do a series on negotiation. I will start by explaining the 3 modes of explanation...
Understanding Ethos.
The word Ethos is derived from Greece and refers to 'Character'. Your character determines things like your beliefs or ideals that characterise your nation or group. It also influences emotion, action and morals. Ethos is also the root word for Ethics.
In modern times, ethos denotes the disposition, character or fundamental values particular to a person, people, corporation, culture or movement. It is also used as a measure of Authority where qualification and credibility come into play.
Aristotle believed that Ethos was the rhetoric used to inspire people by using their beliefs or ideals to gain their understanding. It could be understood as the moral character of a person. It is much more likely to come to an understanding when the moral character of the negotiators align.
Negotiation
Every single person has an Ethos or belief that they follow. When they act as a representative, they may need to adopt a different Ethos in their actions. By understanding the Ethos of an individual, apart from the group, it could be used to find a willing negotiating partner...
Before the negotiation starts, be aware of your ideal outcome but also be aware that your opponent will have an ideal outcome. By understanding Ethos, it becomes possible to shift the ideal of your opponent by playing on their character and authority.
Stubborn negotiators will have to be broken down by calling their character into question. Question their authority on the matter. This does not mean name calling or bullying, but rather pointing out or questioning contradictions in their rhetoric as well as misinformation from unqualified sources. A credible argument is the most probable means of concluding a negotiation... or at least shifting it.