EGO DEFENCE

Ky Chow, Sky News Business Reporter

11 April 2011

A short one today.

Admit it - whether it's because of those ADF ads or not, you'd be at least a little nervous if you were sitting opposite a former soldier-come-suit at the negotating table.

Maybe he's going to use some kind of psychological pincer movement to isolate you from your colleagues at the table? He can smell fear?

Rob Redenbach is a hard man - he's been a casino bouncer, taught unarmed combat to South African police, turned that into a bodyguard stint for Nelson Mandela, and taken a sabbatical in Baghdad's Red Zone and FBI drug raids. And now he's a business consultant.

For anyone who's struggled to read "The Art of War", Rob offers some more digestible pieces of advice.

When you make the (usually ill fated) decision not to hand over your watch and wallet to a mugger, is it self defence, or ego defence? Redenbach, who's taught unarmed combat to thousands, says men in particular seem to forget this. He says after need and greed, ego is one of the biggest barrier to human relations. Which women tend to have less of a problem with than blokes.

And it's not too different in a white collar environment. So, Redenbach says, let your opposites grandstand. Let them feel they are in control.

And do your research - into them. Your opposite number may have a personal policy that he never takes less than the halfway point between your price and his. So talk with those who have dealt with this person before, and you'll know to come in with a lower starting point. Otherwise, price can be a sticking point and you'll never know why.

Obvious stuff? Redenbach warns too many people discount the "human factor" in business negotiations. There's a business tip for today. And you didn't even have to learn the ulna press.

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