Any guesses as to the most popular phrase in the toddler’s vocabulary? That’s right: “It’s not fair.” While we may be tempted to discount these three words as a manifestation of the toddler’s irrational mind, I’m here to suggest that they can actually teach us something important about disputes. In particular, I’d like to suggest that this phrase represents nearly everyone’s reaction in a dispute situation, and recognizing as much can make our own disputes more negotiable.
Any parent has experienced something like the following:
- Toddler (7 AM): “I want chocolate!”
- Parent: “No, not for breakfast.”
- Toddler: “But it’s not fair!”
- Parent: “Oh, yes it is.”
This is a classic dispute. The toddler made a claim, namely that chocolate was appropriate at 7 AM. And the parent rejected it, namely by saying no. Both sides found their own positions entirely fair.
While this dispute may seem silly or contrived, consider the following analogue: It’s January, and you wish to take your vacation a bit earlier this year than last. So you ask your boss: “Boss, can I take my vacation in February?” “No,” your boss says, “We’re pretty busy that time of year.” A completely different domain, but a very similar situation. You wanted to do something a little earlier than someone else expected, and they simply said no. Again, both sides probably found their own positions entirely fair.
Anytime one party makes a claim and another party rejects that claim, you have the basic outlines of a dispute. And anytime you have the basic outlines of the dispute, both parties think that their position is fair. The fact that we identify with our own vacation claim more than the toddler’s chocolate claim doesn’t change the basic situation: everyone in a dispute considers their own view the very epitome of fairness.
In this light, toddlers can teach us something important: in the context of a dispute, appeals to fairness are not likely to work. However fair your own claim seems, you can rest assured your counterpart sees things just the opposite. So how convinced will they be by the natural and oft-made argument, issued later and in a professional adult manner of course, that this particular decision is not particularly fair? Not very.
In this respect, I have to lodge a slight amendment to the book Getting to Yes. Despite the book’s many positive qualities, which I have often extolled in this blog, it advises the reader to resolve conflicts by focusing on objective standards. But the toddler’s behavior shows us that objectivity is subjective, at least when a negotiation becomes a dispute. Since everyone finds their own views the epitome of fairness, trying to be objective is unlikely to get you any closer to a resolution.
So what can you do? Well, you can probably turn to another insight from Getting to Yes: Focusing on underlying interests. The toddler wanted chocolate at 7 AM, but why? Perhaps they’re just hungry for something a little sweeter than the normal dose of plain oatmeal, in which case an apple may do? Your boss said no to the February vacation, but why? Are they concerned that you won’t finish the big report, which you’ve actually already drafted?
Bottom line: “It’s not fair” is everyone’s reaction to a dispute, not just the irrational toddler’s. And however professional and adult-like you put it, it’s not going to convince your counterpart. So the next time you find yourself in a dispute, resist the toddler’s temptation to highlight the unfairness of the situation and instead focus on unearthing whichever of your counterpart’s interests led them to reject your claim in the first place. It’s only by transcending the tendencies of a toddler—surprisingly hard for all of us in a dispute—that we can hope to resolve the disputes and achieve the interests in our own lives.