Читать книгу Getting to Yes with Yourself: And Other Worthy Opponents - William Ury - Страница 12

Benjamin Franklin, known as a highly practical and scientific man, reflected in Poor Richard’s Almanack more than two and a half centuries ago, “There are three things extremely hard: steel, a diamond, and to know one’s self.” His advice was: “Observe all men; thyself most.”

If you observe yourself and others in moments of stress during negotiation and conflict, you will notice how easily people become triggered by the other person’s words, tone of voice, and actions. In virtually every dispute I have ever mediated—whether it is a marital spat, an argument in the office, or a civil war—the pattern is reaction followed by reaction followed by yet another reaction. “Why did you attack him?” “Because he attacked me.” And on it goes.

When we react, we typically fall into what I call the “3A trap”: we attack, we accommodate (in other words, give in), or we avoid altogether, which often only makes the problem grow. Or we use a combination of all three approaches. We may start off avoiding or accommodating, but soon enough, we can’t stand it anymore and we go on the attack. When that backfires, we lapse into avoiding or accommodating.

None of these three common reactions serves our true interests. Once the fight-or-flight reaction gets triggered, the blood flows from our brain to our limbs, and our ability to think clearly diminishes. We forget our purpose and often act exactly contrary to our interests. When we react, we give away our power—our power to influence the other person constructively and to change the situation for the better. When we react, we are, in effect, saying no to our interests, no to ourselves.

But we have a choice. We don’t need to react. We can learn to observe ourselves instead. In my teaching and writing, I emphasize the concept of going to the balcony. The balcony is a metaphor for a mental and emotional place of perspective, calm, and self-control. If life is a stage and we are all actors on that stage, then the balcony is a place from which we can see the entire play unfolding with greater clarity. To observe our selves, it is valuable to go to the balcony at all times, and especially before, during, and after any problematic conversation or negotiation.

I recall one tense political mediation session when the president of a country was shouting angrily at me for almost thirty minutes, accusing me of not seeing the tricks of the political opposition. What helped me keep calm was to silently take note of my sensations, emotions, and thoughts: Isn’t it interesting? My jaw feels clenched. I notice some fear showing up. My cheeks feel flushed. Am I feeling embarrassed? Being able to recognize what I was feeling helped me to neutralize the emotional effect that the president’s shouting had on me. I could watch the scene from the balcony as if it were a play. Having recovered myself, I was then able to recover the conversation with the president.

This is the point: whenever you feel yourself triggered by a passing thought, emotion, or sensation, you have a simple choice: to identify or get identified. You can observe the thought and “identify” it. Or you can let yourself get caught up in the thought, in other words, “get identified” with it. Naming helps you identify so that you don’t get identified. As you observe your passing thoughts, emotions, and sensations, naming them—Oh, that is my old friend Fear; there goes the Inner Critic—neutralizes their effect on you and helps you to maintain your state of balance and calm. My friend Donna even likes to give humorous names to her reactive emotions such as “Freddy Fear,” “Judge Judy,” and “Anger Annie.” (Humor, incidentally, can be a great ally in helping you regain perspective from the balcony.) As soon as you name the character in the play, you distance yourself from him or her.

Observing ourselves so that we don’t react may seem easy, but it is often tough to do, particularly in the heat of a difficult conversation or negotiation. As one business executive recently said to me, “I think of myself as a calm, cool person. And I am that way at work. But then sometimes, I find myself snapping at my wife. Why can’t I stay calm like I am at work?” Like this husband, when our emotions get triggered, we all too often “fall off the balcony.” If we want to be able to consistently rely on self-observation to keep us from reacting, it helps greatly to exercise it like a muscle on a daily basis.

Recently, I came across a mother’s account of witnessing her own growing frustration in dealing with her four-year-old. Charlotte, the mother, wants to have a close and trusting relationship with her son, but his refusal to go to bed night after night triggers powerful reactions in her. Her account illustrates how difficult it is to resist the temptation to react and how practicing self-observation can help us make better choices. Charlotte writes:

Being both fascinated by and fearful of my new-found emotionality, I began to watch more closely what anger really felt like. The first thing I noticed was its seduction, its sexiness. There were times I could almost see myself at the emotional crossroads where one path led to calm, open-hearted resolution, the other to explosive anger. And it was hard, very hard at times, not to plunge down the latter. At the moment, giving expression to my anger felt like the thing I most wanted to do; its allure was profoundly powerful and overwhelmingly convincing.

Charlotte investigates with curiosity the strong temptation to explode at her child and gets a glimpse of the “crossroads,” the point at which she can either give in to the anger or approach the situation in a calm way. If she gives in to her anger, her son will distance himself out of self-protection. If she remains calm, she can advance her core interest in a close and trusting relationship with him. What helps her maintain her state of balance is her ability to recognize the reactive pattern night after night, and to see that she actually has a choice not to react. As Charlotte realizes, self-observation is the foundation of self-mastery.

Try this yourself if you like. Investigate the feelings and reactive patterns that are triggered in you by a problematic relationship at home or at work. Notice the anger, fear, and other disturbing emotions that arise in you as you interact with the other person. Like Charlotte, learn to go to the balcony and observe these emotions and how they make you feel. See if you can spot your own crossroads, the moment in which you can choose between an impulsive reaction and a considered response that advances your true interests.

To develop a habit of self-observation, it helps to cultivate your inner scientist. You are the investigator, and the subject of your investigation is yourself. Psychologists even have a name for this: they call it “me-search.” Approaching your thoughts and feelings with a spirit of inquiry—as Charlotte does when she examines the feelings triggered by her son’s behavior—will help you keep your balance and calm. Mastering the skill of observation requires, moreover, that, like a good scientist, you observe the phenomenon with detachment and an open mind. It requires that you suspend self-judgment to the extent possible.

It is all too easy to judge our thoughts and emotions, to see them as wrong or right, bad or good. But in a psychological sense, there is nothing really wrong that we can feel or think. Actions can be wrong, but not thoughts or feelings. As inner scientists, we simply treat even the darker thoughts and emotions as interesting research material. I find a simple but powerful question to keep asking myself is: “Isn’t that curious?” The question creates distance and opens the way to inquiry rather than judgment. As I have cultivated my own practice of self-observation over the years, I have come increasingly to appreciate the dictum of the Indian philosopher Jiddu Krishnamurti: “To observe without evaluating is the highest form of intelligence.”

One way to train yourself to observe without judgment is to reserve a period of time once a day—it could be as little as five or ten minutes—to sit quietly in a comfortable position, close your eyes, and simply watch your passing thoughts and feelings, almost as if the sky were observing the passing clouds. If you get caught up in a thought or feeling, or even if a harsh self-judgment shows up, treat it as perfectly fine. Simply notice that you were caught up and go back to observing. The more you engage in this exercise of mindfulness, the easier it becomes. Bit by bit, you familiarize yourself with the workings of your mind.

Imagine a glass of water that you have just filled from the faucet. It is full of fizz and you cannot see through it. If you wait a moment and let the water settle, however, the bubbles slowly dissipate and the water turns crystal clear. That is what we are trying to do here with our minds: to let the fizz settle so we can see clearly what is happening inside ourselves. Before a challenging phone call or meeting, I find benefit in taking even a single minute of silence to myself. One minute alone with my eyes closed helps me to observe my thoughts, feelings, and sensations and to quiet my mind so I can focus better in the conversation. It is an easy technique available to us at any time.

Learning to observe yourself is simple, but not easy, particularly in conflicts. With practice, you get better and better. Ideally, the balcony is not just a place to visit from time to time, but rather a home base. In your interactions with others, you can learn to be on the stage enacting the drama while at the same time watching it from the balcony. That takes practice, of course, but the more you can live your life with clarity and calm, the more effectively you will be able to deal with others and to pursue your interests with ease and success. The inner yes method is designed to help you go to the balcony when you like, stay on the balcony for as long as you like, and negotiate from a balcony perspective.