Military officers... (Цитата из книги «On Mental Toughness (сборник)»)

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8 ноября 2022 г., 19:37

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Military officers frequently fall prey to the concession trap. Farrukh, an Afghan, had opened a girls' school outside Baraki and was continually harassed by local Taliban leaders. Intelligence officers discovered that a known insurgent had made a call to Farrukh's cell phone. They seized the phone and found that Farrukh had received calls from several other Taliban leaders. They arrested him, and Farrukh served 12 months in a detention center, waiting for a hearing. Eventually he got his time in court and was found not guilty. But in the meantime, his school had been closed, his reputation had been severely damaged, and he had suffered considerable physical hardship. He had to be compensated.
The Army officer in charge offered a sum of money for lost wages. Farrukh wanted more: an explanation for his arrest and detention, and procedures that could be put in place to avoid such misunderstandings in the future. The officer simply threw in an additional sum for his pain and suffering and sent him on his way, barely offering an apology. Farrukh - who was a leader in his village and had a long history of working with Western peacekeeping forces - left with $12,000 in his pocket, but he vowed never to trust an American again. Worse yet, as he told his story to others, their distrust grew, making it difficult for U.S. officers to get any sort of useful intelligence or active cooperation from the villagers.
Skilled in extremis negotiators never make arbitrary concessions in an effort to buy goodwill. Instead they build trust over time through incremental and reciprocal commitments.

On Mental Toughness (сборник)

Warren G. Bennis, Ron Ashkenas, Robert J. Thomas, Митчел Ли Маркс, Джим Лоэр, Тони Шварц, Мартин Зелигман, Graham Jones, Jeff Weiss, Roderick Gilkey, Clint Kilts, Alia Crum, Thomas Crum, Joshua D. Margolis, Paul G. Stoltz, Philip Mirvis, Glenn E. Mangurian, Aram Donigian, Jonathan Hughes, Sarah Green Carmichael

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