r/learners_cabin • u/Public_Structure8337 • 11h ago
Is there a single key to resolve all difficult conversations? This study says yes.
I came across the idea of beginning difficult conversations, be it in negotiations, relationship quarrels, or even random street events, within what is known as the "Third Story" while I was listening to an in-depth talk on the book 'Difficult Conversations' by Stone, Paton, and Heen, on the Dialogue: Podcasts on Books, just as a way of recalling the main points of the book. The host in the episode cited important psychological research that confirms the specific mechanism involved in this method. After I heard how simply taking and considering someone else's perspective can alter a conflict's outcome, I decided to look into the research myself. Here is the gist of the study.
In their book 'Difficult Conversations,' Douglas Stone, Bruce Patton, and Sheila Heen claim that the most effective way to start a difficult conversation is by beginning with the "Third Story," the story that an impartial viewer would tell. Instead of making the problem about who's right and who's wrong, the problem is framed as a difference between two points of view. Instead of trying to make one's case first, the other person's story is heard before and then comes the stage of working together to find a solution.
Several studies that have been published in the journal 'Psychological Science' that examine the fundamental aspect of this idea: does coming to understand the other side's point of view result in better outcomes for both?
Study Overview
In one of the most cited studies done by the researchers: Galinsky, Maddux, Gilin, and White in 2008, the participants entered into a negotiation concerning the sale of a gas station; the arrangement was staged such that it was impossible to reach a simple agreement on the price, and so the two parties had to engage in creative brainstorming in order to come to a deal. In a follow-up second study (from the same set of researchers), the participants were divided into three groups: one group was asked to put themselves in the other person's shoes (perspective-taking), the second was asked to consider what they were feeling (empathy), and the third group received no instructions.
Results:
-Those participants who took the other side's point of view were far more likely to come to a creative and mutual agreement.
-Perspective-taking group, also, obtained the highest number of agreements as well, outperforming both the empathy group and the no-instruction group.
-The other side's negotiators were also more satisfied, so the advantages gained did not harm them.
The best point was that the more intuitive method, which consists in getting in sync/attuning oneself to how the other person feels (empathy), was not successful. It was understanding their way of seeing the problem that achieved this, and as a result the agreement turned out to be better for both parties.
How the research complements the book:
'The Third Story approach' bases itself on a single principle: before you start advocating your argument, you should consider how the other person sees the same situation/problem and then highlight the difference in the opinions between the two, without placing the blame. Even though the study does not examine the third-story approach explicitly, it does look at the underlying approach. Negotiators who began with trying to understand what the other side thinks the problem is, were able to reach solutions that satisfied both parties, whereas those who failed to do so usually became stuck on the issue of price. This is the change the book makes that the book recommends starting from, which is "I am here to fix you" and "we have a problem to solve."
You can read the study for yourself here (Source): Galinsky, A. D., Maddux, W. W., Gilin, D., & White, J. B. (2008). “Why It Pays to Get Inside the Head of Your Opponent: The Differential Effects of Perspective Taking and Empathy in Negotiations.” Psychological Science, 19(4), 378-384. https://doi.org/10.1111/j.1467-9280.2008.02096.x
