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In the earliest stages of the crisis, it appeared that both sides were seeking to be understood before they had a full understanding of the other side. A National Security Council spokeswoman characterized it this way: "We present our case. The Chinese present their case. No new ground gets covered. It isn't very productive."
Remind you of any business negotiations you have witnessed lately? Does me.
Sensing - Thinking Stalemate
Both sides were initially operating in the Sensing modes giving conflicting facts. China claimed that the US plane rammed the Chinese fighter pilot. The United States contended that the nimbler Chinese fighter plane was buzzing the big lumbering US plane and accidentally hit it.
The logic of the Thinking mode followed. Based on the conflicting facts each side made different demands. From the US perspective the initial position was to insist that the plane was sovereign territory and to immediately release the detainees. In turn, China demanded that reconnaissance flights be terminated. According to news accounts the United States at least (and probably China) began weighing the pros and cons of different options like military action and restricting trade. Communication driven by the Sensing and Thinking modes led to a stalemate.
Intuitive - Feeling Breakthrough
It wasn't until the communication was Balanced from the Intuitive and Feeling perspectives that there were signs of a breakthrough. From the Intuitive point of view, the question of future diplomatic and trade issues surfaced. President Bush read a carefully worded statement indicating that, "The longer this goes, the more likely it could - could, jeopardize relations and we don't want that to happen."
Other Intuitive issues related to China's bid for the Olympics and the US sale of advanced arms to Taiwan. The early hard line demands began to soften.
The real breakthrough, however, seems to have been catalyzed by attention to the Feeling mode of communication. As in typical business - to - business negotiations, this mode is the one most likely to be neglected and the one where the biggest negotiation and relationship building gains can be earned.
Seeking to understand from the perspective of the other side, Secretary of State Colin Powell began to express "sorrow" for the accident and the lost life of the Chinese fighter pilot. The Chinese encouraged Powell indicating that he was moving in the right direction. Eventually, a carefully phrased formal letter with the words "sorrow" and "real sorrow" won the release of the American crew.
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