Applied Improv for Negotiators: Game Rules and Principles

Any game (like negotiation) worth playing is highly social and needs clarity about the rules and assumptions of that game. Creating something new, sharing limited resources or solving problems are the negotiation games we play several times a day-- work or home. Whether it is conscious or not, negotiators assume they are playing a game of raw competition or one of creativity and shared vitality.

Since my study and practice of Applied Improv methods began 3 years ago, I have become inspired about how these principles, tools and practices have helped negotiators. The use of Applied Improv principles and mindsets from improvisational theater in non-theatrical settings results in increased satisfaction and sustainable results.

Improv game rules about putting yourself in someone else's shoes and seeing things from another's point of view increases the empathy required to create meaningful and relevant negotiation results. Understanding another's thinking and feeling builds stronger social connections and the ability to respond appropriately in negotiation situations.

For example, the basics of Applied Improv include the "Yes, And" communication practice. "Yes" does not mean agreement. However, YES, AND rather than NO or BUT has the impact of greater:

• Acceptance
• Openness
• Appreciation
• Acknowledgment
• Encouragement
• Respecting
• Honoring

Empathizing and listening to others increases a negotiator's ability to regulate their own emotions and promotes creative behaviors in uncertain situations.

Simply being open to learning about people and their experiences is a powerful way to increase our ability to feel empathy. Applied Improv principles of nonjudgment increase our ability to be curious, ask more questions, and open our minds to the possibility of finding common ground.

Applied Improv game rules foster an environment of curiosity, listening, acceptance, spontaneity, flexibility, and personal presence. The game rules AND the spontaneity create a balance of freedom and structure.

Our human nervous system often becomes overwhelmed and threatened in situations with limited resources and options. The balance of freedom AND structure have the effect of calming our nervous system and creating a sense of safety and comfort while creating solutions in, often, high risk situations.

This enables negotiators to maintain their sense of self and to be realistic about the change they can enact. Empathy skills include understanding another person’s situation even if you don’t necessarily identify with it personally. In contrast to theatrical improv, Applied Improv games are not about being funny but about commitments to nonjudgment, experimentation, and reward for effort to:

• Make Your Partner(s) Look Good
• Listen!
• Notice More
• Let Go
• Accept & Build on Offers
• Embrace Uncertainty
• Co-Create by Leading & Following
• Short Turn-Taking

Recommended Practice:

Ask a friend, partner, or work mate to 'play' the YES/AND game with you - 3 Rounds:

1st Round - you start with a declarative statement, "we should go on a vacation to (i,e, Hawaii).....and your partner responds: “No” and a rebuttal (i.e. no, we should go to (i.e. Italy). Go back and forth at least 4 times.

2nd Round – Your counterpart starts with a declarative statement, "we should go on vacation to (i.e. Croatia) and you respond with "Yes, but (i.e. Thailand is better because we haven't been to Asia) why your idea is better. Go back and forth at least 4 times.

3rd Round – You start with a declarative statement, we should go on vacation to (i.e. New York City) and your counterpart responds: “Yes, and what I like about that is (i.e. what I like about NYC is that it has a lot to offer so we could brainstorm about what we both want to do there). Go back and forth at least 4 times.

Debrief:

You and your counterpart have a discussion about:

1. What you each noticed about yourself at each round? Did your breathing change at each round? What were you thinking about yourself and your counterpart at each round?
2. Where do you see this game being played out in your current negotiations at home, work, or school?
3. Where can you change the game of "No and But" to "Yes And"? Why would that help you become more engaged and satisfied in your next negotiation?

Have fun and join us for what's next in our Applied Improv series:

March 2023 - Applied Improv for Negotiators:? Mental Tendencies and Mindset

April 2023 - Applied Improv for Negotiators:? Skills of Creative Power

May 2023 - Applied Improv for Negotiators:? Nonverbals and Thin-Slicing

June 2023 - Applied Improv for Negotiators:? Tips and Highlights

July 2023 - Applied Improv for Negotiators:? Practice! Practice! Practice!

Resources:

1. Facilitating Learner-Centered Interactions Through Applied Improvisation | NST
2. Michael Wheeler,

3. Viola Spolin, Improvisation for Theater

5. Applied Improv Network