Question

Words can have a powerful impact. The language we use also provides some clues and insight about the individuals on our own negotiation team. Unraveling these clues can tell us a lot about our counterpart in a negotiation, and can even lend some introspection into our own psyche along the way. Understanding these cues entails acute listening. Listening to the language used is also a valuable tool for the mediator or the third party who is trying to find a negotiation conflict resolution.

The particular area of dialogue we are going to examine in our business negotiation examples is the use of metaphors; how they apply to a negotiator or might impact our negotiations. Webster's Dictionary defines a ‘metaphor' as a “figure of speech in which a name or quality is attributed to something which it is not literally applicable, e.g. ‘an icy glance’, or ‘nerves of steel‘.“ A metaphor is often used in framing a dispute or situation, or the means by which we address or approach a negotiation problem. Often, the metaphors used in business are at the core of how a person perceives the situation and suggests how they might react or respond.

We can use the other person's use of metaphors to "hear" what they are really saying, as well as to understand their true thoughts or feelings. What are some examples to illustrate the following areas.

COMBAT metaphors:

WAR metaphors:

POKER metaphors:

GAMES OR SPORTS metaphors:

MOUNTAIN CLIMBING metaphors:

POSITIVE Metaphors:

Answer 1

“A metaphor is a figure of speech that describes an object or action in a way which is not literally true.”

In business, “A metaphor is often used in framing a dispute or situation, or the means by which we address or approach a negotiation problem.”

Type of metaphor	Definition	Illustration
Combat metaphors	“Combat metaphors are used in negotiation or to change the mood of the dispute by calling truce or ceasefire.”	“We have been fighting over this for weeks” ”caught in the crossfire.” “she’s a fighter.”
War metaphors	“It is a negative metaphor; it is combative and is a business negotiation approach.”	“Every day is an uphill battle” “all is fair in love and war.” “no man’s land.”
Poker metaphors	it is used as a bluffing tactic and can be used against us in a negotiation.	“putting all cards on the table.” “play one’s cards right.” “play the hand you dealt.” “Hit the jackpot.” “Tip one's hand.”
Games or sports metaphors	The idea is to outsmart your opponent by strategic planning. Negotiators use it to defend their position and in making a proposal or responding to offers.	“a slippery slope” “The balls in their court.” “under the wire” or “down to the wire.” “Dropped the ball.”
Mountain climbing metaphors	It is used to describe a tough negotiation and heads towards a precarious position.	Not very “smooth sailing” “it’s an uphill task” “one never climbs in vain”
Positive metaphors	They focus on the collaborative approach	“Mending fences,” “building bridges,” “working through our problems”