In connection with another blog post, I downloaded an internet version of Sun Tzu’s The Art of War translated by the Sonshi Group. In reading through it, I could not help but notice that many of its points relating to “war”, apply with equal force to negotiation, mediation and resolving disputes.
For example, in Chapter One: Calculations, points 18 and 19 state:
[01.18] Before doing battle, one calculates in the temple and will win, because many calculations were made; before doing battle, one calculates in the temple but will lose, because few calculations were made.
[01.19] Many calculations mean victory; few calculations mean no victory; then how much worse when there are no calculations? From this perspective I can clearly predict victory or defeat.
In short, prepare for negotiation / mediation; don’t wing it. Just like the general who does no calculations prior to war, one who wings a negotiation will suffer defeat. The matter will not be resolved, or at least not favorably. Think about the strengths and weaknesses of your case, of the other party’s strengths and weaknesses and map out a strategy to use during a negotiation or mediation.
