Q & A with new senior consultant and Harvard alumni, Elaine Lin :
Why did you enter the field of negotiation and communication?
I started working in this field because I realised that in these skills there was actually the possibility of change – that with these skills, regardless of who you are and what you do, you could be more effective at what you do. As a child, I was keenly aware of the impact of ineffective communication – anger, distrust, hurt, pain. Less than optimal productivity and compromised efficiency were later added to that list. When I came across the Harvard negotiation theory, I saw that there was a different way. You could be hard on the substance without compromising the relationship. There were ways of speaking your mind and getting others on board without the fallout I always feared.
A common myth is that negotiation is either something that you’re good at or you’re not – and that’s just not true. While there are people who are naturally better communicators and more effective negotiators, negotiation is a skill, and a skill that anyone can get better at with practice. What I discovered at Harvard was that there are tools that can make the conversations easier and those negotiations more effective. Working in this field, my role is to help others learn how to negotiate and communicate more effectively – and I do this because I know that that change is possible.
What were you doing before coming to CMA?
Prior to CMA, I was co-facilitating classes in negotiation and mediation at Harvard Law School and designing and delivering negotiation workshops for different clients – corporate, IT, unions, non-profit, government. It was in that context that I had the good fortune to work with and learn from leading contributors to the field of negotiation, including Bob Bordone, Sheila Heen and Robert Mnookin.
It was fascinating for me to see the applicability of this material and these skills across all industries and in both professional and personal lives. Immediately prior, I was facilitating a conflict resolution curriculum for teens who had lost loved ones to acts of terrorism. We had youth from 9/11, Israel, Palestine, Northern Ireland and elsewhere together with the hope that by equipping them with these skills, past tragedies would change the future for the better.
What is the biggest lesson you’ve learned while working in this field?
There are so many lessons I’ve learned – starting with how I can communicate and negotiate more effectively to how negotiation really does extend to every part of life. But perhaps the most significant lesson for me is that there’s always more to learn. Every pitfall or perceived failure is an opportunity to learn and improve. And if I have the humility to be curious as to what others know that I don’t, there is so much to gain from everyone.
If negotiation is about communicating to influence or persuade others, we’ve all been negotiating since the day that we were born. That means that in any room, there is a wealth of knowledge and experience – if only we are open to learning from one another.
What do you hope people walk away with from a workshop or session with you?
My hope – and experience – is that people walk away better equipped to do their jobs and fill their roles. Each person is the expert in his or her own field and own life. Yet, because negotiation affects every aspect of our lives, there is some way in which they could be more effective and more efficient at what they do. Tools for more effective negotiation and communication are the piece I bring to the table.
This is your first time in Australia… What are your impressions so far?
I’ve been impressed by Melbourne’s many green open spaces, the friendliness of the people, and appreciate that there’s never a dull moment when it comes to the weather. I’m also thankful that others have been forgiving when it comes to my English skills – we’ve shared many a laugh discovering the differences in phrasing. I’m happy to report that I now know that when asked “How you going?” there’s no need for me to explain whether I’m getting to my next destination by foot or by train!
