My wife already knew it!

F. Scott Fitzgerald once said 'The test of a first-rate mind is the ability to hold two opposing ideas in the mind at the same time, and still retain the ability to function'.

Well either he was wrong or there are no first-rate minds as neuroscience revealed the impossibility of the task.

Comes as no surprise to my wife, but neuroscientists yesterday revealed that it is impossible for a human being to hold two thoughts at the same time - let alone opposing ones. What my wife would perhaps not have been so pleased about is the fact that it is the same for either gender - women finding it just as impossible as men.

Early humans had one mind. It was what psychologists call a "reactive" mind. It only exhibited what we would consider higher thought processes when it was presented with a problem. It didn't plan for the future or imagine how to improve things like a dwelling, a tool or escaping a predator. It only reacted to situations that happened in the "here and now." But, according to neuroscience, a sudden improvement happened when the human brain decided to double its efforts in thought processing. Now, although you and I have one brain, each half of it has the ability to act independently at the same time.

Our conscious mind can only focus on data from one side of the brain at a time. We can switch from one side to the other very quickly (with our corpus collosum which acts rather like a biological ethernet cable) but that's not always the most efficient way to act and eventually ultimate authority to enter consciousness is delegated to one brain or the other. In our modern world, this battle is almost always won by the left brain. This left brain is seen as the logic centre the right being more engaged in creative or emotional reaction.

The next time you find yourself entering a business critical negotiation think how impossible it is for you to handle and think about many of the tasks essential to a successful conclusion. Since negotiation inevitably involves conflict, being able to see how the other side see the potential outcomes involves an essential switch between ideas. At Scotwork we have identified at least 28 different tasks which need to be managed by your negotiation team. We don't think you need a team of 28, a good team of 3 will work to tag switch between tasks. Tactically a good team can make all the difference, particularly when the team is clearly briefed and on message.

Good teamwork can buy valuable thinking time in the apparent chaos of the too and fro, can focus and clarify the task, give your brain the time to switch between thoughts and control the potentially dangerous right hand brain from emotionally over heating, on both sides.

Top tips;

• In crucial negotiations go in with a team.
• Have clear and distinct roles.
• Stay on message and within role.
• Use team work to buy thinking time.
• Use a summariser to keep the meeting on track.

Good luck.

Alan Smith

Negotiation Skills