4 Lessons from a Hostage Negotiator for Tech Leaders in Mining & Heavy Industries

In this weird and rapidly evolving world we find ourselves in today, the integration of new technologies into our ecosystems is essential for staying competitive and efficient. Particularly in mining! Yet, the path to operationalising these advancements has its fair share of barriers. Whether it is rolling out AI-imaging technologies, Smart OT solutions, or simply implementing a new integration strategy to get assets talking to one another, the success or failure of these initiatives largely hinges on human elements.

How well you can negotiate internally and with vendors disproportionately influences the end result. By drawing on the deep expertise of former hostage negotiator turn business negotiator Chris Voss, we can unlock simple yet powerful strategies to give your initiatives the best possible chance of success.

1. Emotional Intelligence Over Logic

Integrating new technologies often encounters resistance due to entrenched practices and fear of change. Successful negotiations around technology implementation rely more on emotional intelligence than on pure logic. Understanding the concerns and motivations of all stakeholders can facilitate smoother transitions and better acceptance of new systems. A brilliant book that explores how to do this in-depth is 'Thinking Fast and Slow' by influential psychologist Daniel Kahneman.

2. Fear of a loss trumps fear of missing a gain

The fear of losing existing efficiencies or encountering operational disruptions can be a significant barrier to technology adoption. Understanding that stakeholders are more motivated by the fear of loss than by potential gains provides you with a powerful insight into what drives us all.

For example, research indicates that the pain of losing is psychologically about twice as powerful as the pleasure of gaining. Think of how you can flip the script and have your initiative framed as the thing the organisation might 'lose' if nothing is done.

3. Call out and label emotions

During discussions about technology adoption, labelling emotions such as fear has a profound effect in nullifying their influence on the negotiation at hand. For example, use phrases like

"it seems like...."

"it sounds like...."

"it looks like...."

And sub in the concern, fear or anxiety the person you are negotiating with may be experiencing as a barrier. The literature shows us now that if we label a negative, it diminishes it, keeping the negotiation focused on impact and benefit.

4. Cliché holds true - Listen more than you speak

All too often in negotiations, the core issue isn't the actual point of contention but rather the underlying need for one party to feel heard and acknowledged. This dynamic is particularly evident in technology implementation discussions, where stakeholders may seem to be debating technical specifics or logistical concerns.

However, the real crux of the argument can oftentimes be their desire for validation and understanding. To feel as though their opinion is validated. Chris emphasizes that people are more invested in being understood than in necessarily being right. In keeping this front of mind, you can address the emotional undercurrents, build trust, and find mutually beneficial middleground.

Don't Forget

I really hope these takeaways have been useful for you. Please let me know in the comment section what you thought about the article and forward it to anyone you think might benefit.