The “Bullhorn Effect!”

Summer of 1994, Sam and Julie are rushing to the theatre. It was “Forest Gump” movie opening weekend; tickets will sell out fast. Sam pats Julie on her behind nudging her to walk more quickly. Instead, Julie freezes in her place.

Julie: “What did you just do?”
Sam: “What? What did I do? You look upset. Come on. Hurry up. We don’t want to miss the movie.”
Julie: “You just patted my ass!”
Sam: “So?”
Julie: “That is so demeaning!”
Sam appears confused: “Demeaning? Are you kidding? I was just pushing you to walk faster. Oh! Don’t be upset. I am Sorry. I apologize! Let’s hurry up.”

In the baby boomer era, women would ignore or laugh off the sexual innuendos. Men deemed such behavior “normal.” The younger baby boomer and Gen X women were assertive in speaking up. However, there was no one to hear! Where would the complaints go? More often than not, the victim’s professional career and social life suffered.

Enter the high-tech Bullhorn!  The online Social Media. News travels at the speed of light. Millions, if not billions, see it in seconds. Ubiquitous high-tech gadgets record and broadcast the evidence.

Then came the tsunami of sexual misconduct allegations against prominent men from all occupations. Now the “speaking up” is useful. The world hears it in seconds. Public opinion compels the aggressors to face the consequences – termination or resignation from jobs or losing an election.

In Negotiations, Speak Up!

Is it better to stay quiet, swallow the wrong or speak up and take a stand? Most negotiators will benefit if they openly and specifically expressed themselves. Many negotiators remain silently frustrated because they worry too much about negative repercussions.

In procurement organizations, the buyers perceive themselves powerless when dealing with a “Sole Supplier.” Is their reluctance to Speak Up (resentment and cause of it) rooted in a feeling of helplessness (sole supplier)?

When buyers feel wronged but do not speak up, they encourage the supplier to continue the same behavior. The struggle in the mind of the buyer is, “Will speaking up help the supplier understand my issues?”

Speak up, if the primary goal is to get the work done. Just “giving up,” sends a wrong signal. Negotiators usually do have power even when they are dealing with a sole supplier. Their experience with the supplier is likely to show up in the social media one-way or other. They just need to remember the “Bullhorn Effect.”