The tools of negotiation are just as important to important to social change and advocacy.
While traditionally seen as a business skill, the tools of negotiation are equally, if not more, important to those seeking to make social change. From higher education institutions to community organizations, all advocates can apply the tools of negotiation to raising awareness and buy-in around the causes they deem most necessary.
Present Incontrovertible Data
While the issues we choose to support are often deeply meaningful to us, other individuals may need some convincing. Preparation is key to any successful negotiation strategy, but community advocates have a slightly different approach to take. Rather than researching a counterpart, your time is best spent proving there is a problem that needs solved.
Dr. James L. Moore, Vice Provost of Diversity and Inclusion and Chief Diversity Officer for The Ohio State University, joined Negotiate Anything to outline his approach and how it led to the creation of the award-winning Todd Bell National Resource Center at The Ohio State University.
“In 2000 there was a movement across the country to begin to think about men’s studies: the state of affairs around different racial groups within the male population,” he explained. “The university recognized that when you disaggregated the data the group that was always trailing behind were black males.”
Expect Resistance and Prepare for a Response
For those passionate about advocating for vulnerable groups, it can be difficult to believe that others could resist offering support. The truth is, we should always be prepared for resistance. If we can anticipate some of the pushback, we can come to the table equipped with a strong response.
For Moore, this meant countering claims that investing in diversity and inclusion meant reverse discrimination for those who aren’t minorities.
“The resistance is widespread. Even though most people know about this problem, you still get questions about why we are focusing specifically on this group,” he shared.
In preparation for the conversation, take some time to think about all of the possible objections your counterpart could raise. This may be tough—especially when the issue you're advocating for feels personal. Try making this a group effort or ask a trusted friend for their perspective on potential obstacles.
Finally, don’t forget about data. Once you have identified where resistance may lie, find research to support the fact that investing in your cause is still the best opportunity for all.
Start With the People Who Get It
When you are looking for champions of your cause, it will be easier to start with people who are already bought into its importance. This does not mean avoid difficult conversations with those who may resist, but rather focus your energy on those who have both the skills and the passion.
When considering the long-term DEI strategy for Ohio State and the goals for the Todd Bell National Resource Center, Moore deployed this strategy with student engagement.
“We wanted to reward those students who work really hard academically but are also trying to make the world better,” Moore elaborated. “You don’t have to convince those students of the importance of this work.”
Don’t Be Afraid to Do Something Different
From internal conversations at Ohio State to external meetings with corporate partners, Moore has held firm the belief that organizations should embrace difference.
“I tried to convince my supervisor at the time to allow us to think about some things differently by asking the question ‘what is the role of higher education in advancing our democracy?’”
Similarly, before negotiating a 2.5 million investment deal from JP Morgan Chase, he offered their C-Suite leadership the same advice.
“If you want talent and diversity then you have to do something different than what you have always done before.”
To learn more about Dr. James L. Moore, III or the Todd Bell National Resource Center visit www.odi.osu.edu. To listen to the full episode, click here.
