CBS Business Review, December 2013
A manager who takes decisions in day to day business has to communicate and negotiate effectively to be successful. In his book ‘Bargaining for Advantage’, Richard Shell defines negotiation as an interactive communication process that may take place whenever we want something from someone else or another person wants something from us1. Richard Shell in his book further describes the process of negotiation in four stages: Preparation, Exchanging Information, Bargaining, Closing and commitment. In Mahabaratha and Ramayana we find several instances where effective negotiation takes place and further we find that characters concerned appear to follow all procedures and rules of effective negotiation. In Mahabaratha, Lord Krishna himself played the role as a messenger of peace to prevent war and negotiate on behalf of the Pandavas. Lord Krishna stood out as a role model of an effective negotiator amidst a galaxy of great persons in Dritarashtra’s court. In contrast Duryodana’s bad conduct in the assembly, his poor attitude, loud and arrogant communication, rude body language, lack of empathy and other characteristic traits made him noticeable for all that went wrong with the negotiation process.
Preparation
On completion of 13 years of life in exile and another one year incognito concealing their identity, Pandavas were contemplating on the next course of action to get back their lost kingdom. Once the identity of Pandavas was revealed to all, kings who were sympathetic and affectionate to them came and met them. Arjuna’s son, Abhimanyu’s marriage to Uthara, the daughter of Virata was a happy occasion wherein all kings who were friendly with the Pandavas assembled and after the marriage there were deliberations on the next course of action. There were two options: one was to wage a war to reclaim the kingdom and the other was to negotiate peace failing which war would be the inevitable course of action. At the outset Krishna who initiated and engineered the entire negotiation process, called for a meeting of all kings who were on Pandavas’ side and explicated the circumstances that gave Pandavas their right to stake their claim in the kingdom. A wise Brahmin was identified to be sent as a messenger of peace to meet the Kauravas on behalf of the Pandavas. The emissary was coached and counseled to explain
very clearly the points in favour of Pandavas and appeal to Dritarshtras’ judiciousness. At the same time the messenger was also asked to remain calm and composed even under extreme provocation. Right from the beginning Krishna was very clear that Duryodana who was ceased of extreme jealousy and ego would refuse to part even a small portion of the kingdom that he confiscated from Pandavas. The objective of negotiation here was to ensure that no efforts to restore peace were spared. During the preparatory stage clarity on mission, the procedure of the negotiation process and the likely outcome is required. Here, Krishna was absolutely clear of the negotiation process itself and the outcome of the entire exercise.
The emissary put forward his arguments very skillfully but, as was anticipated by Krishna, the Kauravas were not in a mindset to agree to the peace proposal of the emissary. Instead, Dritarashtra sent the most intelligent Sanjaya as his emissary to negotiate peace with the Pandavas. Sanjaya spoke kind words and also waxed eloquently about Dritarashtra’s love for the Pandavas and keenness for a peaceful settlement. He praised Pandavas for their patience, their goodness and further appealed to them to give up their claim for their share and settle for peace. To make such a proposal without rousing tempers was a herculean task indeed and Sanjaya managed to successfully do that because he was a diplomat to the core and was a skilful negotiator. Sanjaya used the opportunity to study the strengths and weaknesses of the Pandavas and conveyed the same to his king Dritarashtra. He returned to Hastinapura and told his king that the divine friendship of Arjuna and Krishna was factor not to be ignored and that alone could ensure the victory of Pandavas. Sanjaya also had a lot of empathy and was able to view the anger of the Pandavas on account of the hardships they were subject to by Duryodana.
When talks with Sanjaya failed, Krishna felt very earnestly that the process of negotiation needed to be taken forward. Krishna himself left for Hastinapura as an emissary to bargain and negotiate on behalf of the Pandavas. Krishna very clearly established to the world that the Pandavas and Krishna himself left no stones unturned to let peace reign. By Krishna playing the role of a messenger for peace, the burden of guilt for the war rested on Duryodana and the side he represented.
Dritarshtra came to know about Krishna’s visit and immediately made arrangements for his stay and took all steps to welcome him. Krishna who declined all the ostentatious hospitality gestures, preferred to stay in Vidhura’s house. He refused food and gifts offered to him in keeping with the
custom of a negotiator to do so till the completion of mission. Krishna as a messenger of peace volunteered to prevail on the Pandavas to avert war and urges Drutarashtra to prevail on his sons to avert war by returning Pandavas their kindom which is due to them. All the senior ministers and illustrious persons assembled hail Krishna for his benevolent proposal. They all caution Dritarashtra and Duryodana of the consequences of war and urge them to make use of the opportunity to avert war in the interest of the Kauravas themselves. Duryodana who was so confident of the prowess of his powerful army, turned a deaf ear to all the good counsel given by well-wishers. . Krishna bargained and requested for merely five villages for the Pandavas. A prudent negotiator should have agreed to this immediately. But Duryodana possessed of extreme jealousy was unwilling to part with even that small bit of land where a needle could be pinned and thus all doors for further negotiation were closed.
It is only during the period of bargaining that the deal begins to shape up. Either of the parties ought to have an open mind and must be willing to give in to receive something better in return. Duryodana had such a golden opportunity but turned down the offer in spite of well-wishers urging him to accept the same.
Since the negotiation process broke half way through because of the adamant approach of Duryodana, both the sides started preparation for war. There are some lessons to be learnt on effective negotiation from the episode narrated above.
1. Krishna who was the chief architect of the entire negotiation process took the initiative to start the negotiation process. Pandavas were the first to send a messenger to promote harmony and peace.
2. Right from the beginning Krishna fully understood the nature of the people with whom he was dealing with and also correctly anticipated their response to the various proposals. Dritarashtra and Duryodana on the other hand failed to understand Krishna and tried to appease him by showering him with rich food and gifts.
3. While Krishna was fully aware that negotiation may be of no use, he approached the entire exercise with a very positive frame of mind. When he conceded the entire kingdom in favour of just five villages he was still positive of a breakthrough.
4. Krishna was very empathetic and fully understood the plight of the helpless elderly persons like Bhishma, Vithura, Drona and other well wishers. He gave all of them a chance to assert themselves on the matter and tried to resolve the matter amicably.
5. Duryodana failed to understand that the other party too had some demands. He was not even willing to concede five villages and thus closed all doors for negotiation.
6. Krishna was very positive and calm and his body language too communicated the same. Duryodana was full of jealousy and anger and his communication and body language did not hide these traits.
Thus, the ‘do’s’ of effective negotiation can be learned from Krishna and Sanjaya’s good communication, positive attitude, behavior and body language and Duryodana’s conduct and behavior show the contrary.
Sukanya Ashokkumar 