Abstract
“Surely, whoever speaks to me in the right voice, him or her I shall follow.”1 With this line from Leaves of Grass, Walt Whitman offers negotiators an important lesson about persuading others. By stressing the need to speak to a particular individual in the right voice, Whitman underscored the importance of shaping communications to meet the interests and concerns of the specific people we seek to persuade.
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Notes
Walt Whitman, “Vocalism,” in Leaves of Grass, ed. Harold W. Blodgett and Sculley Bradley (New York: New York University Press, 1965), 384.
Robert Caro, The Years of Lyndon Johnson: Master of the Senate (New York: Alfred A. Knopf, 2002).
William Ury, Getting Past No: Negotiating with Difficult People (New York: Bantam Books, 1991), 61–62.
Jimmy Carter, Keeping Faith (New York: Bantam Books, 1982), 399.
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© 2013 Jeswald W. Salacuse
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Salacuse, J.W. (2013). Finding the Right Voice. In: Negotiating Life. Palgrave Macmillan, New York. https://doi.org/10.1057/9781137318749_14
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DOI: https://doi.org/10.1057/9781137318749_14
Publisher Name: Palgrave Macmillan, New York
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