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Author Archives: Negotiation Guidance Associates
Keys to Negotiation 10–Some Collaboration Tips for Complex Problems
by Susan K. Driver and Berton Lee Lamb When, and with whom should you collaborate in complex, multi-party negotiations? On the one hand, fairness demands including all stakeholders, but on the other hand, involving diverse stakeholders can dilute the process … Continue reading →
Posted in Analyzing Opponents, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Berton Lee Lamb, Building Relationships, Conflict Resolution, Multi-party Negotiation, negotiation, Negotiation Coaching, Successful Negotiation, Susan K. Driver
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Negotiation Quick Tips: All Negotiation is a Little Like Diplomacy
What has been your experience? Are your negotiations a little like diplomacy? By “diplomacy” I mean country-to-country interactions; building relationships, forming alliances, bargaining, and closing a deal. In a recent post on the Forbes webpage, negotiation trainer Victoria Pynchon wrote … Continue reading →
Posted in Analyzing Opponents, Communication, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Conflict Resolution, Multi-party Negotiation, negotiation, Successful Negotiation
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Keys to Negotiation 9–Balancing Spontaneity and Planning
by Gregg Fisher Here is a story told by Robert Cialdini in his book Influence: The Psychology of Persuasion (page 274). Back in the 1960s when the world seemed to be changing and long hair on men was new and … Continue reading →
Posted in Analyzing Opponents, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Building Relationships, Conflict Resolution, Effective Communication, Empathetic Listening, Gregg Fisher, negotiation, Successful Negotiation
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Active Listening – A Foundation for Effective Communication in Negotiations
by Susan K. Driver Active listening sounds simple, doesn’t it? But it’s not that easy for any of us, even experienced negotiators. In a previous post, my colleagues talked about the importance of really listening to the other side and … Continue reading →
Keys to Negotiation 8–Pushing Your Agenda is the Easy Part
In his best selling book Big Russ & Me Tim Russert tells the story of a father and son conversation. In this conversation the father and son are both physicians and the father is giving advice to the son. Russert … Continue reading →
Posted in Analyzing Opponents, Communication, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Building Relationships, Conflict Resolution, Effective Communication, Empathetic Listening, Multi-party Negotiation, Successful Negotiation
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Keys to Negotiation 7–Responding Not Reacting
Last night my wife and I were watching a really great, classic movie: Twelve Angry Men. We were watching the 1957 version with Henry Fonda, Lee J. Cobb and ten other fine actors. We have seen this movie many times … Continue reading →
Framing the Debate
Almost every time I find myself in a discussion someone comes up with a catch-phrase or word image that captures the thinking of the group. After the metaphor is first used, everyone follows suit and makes that word image a … Continue reading →
Thinking about Your Opponent 6–Analysis versus Belief
Do you ever wonder where to put your focus during a negotiation? Most of the negotiations in which we are involved include a very high level of analysis. Data are a big part of almost all negotiations. The tendency is … Continue reading →
Keys to Negotiation 6–Think about Implementation
Ever wonder why what seemed like a good agreement didn’t work out? A recent book by Eric Patashnik, entitled Reforms at Risk, reminds us that success often rides on how an agreement is implemented. Dr. Patashnik argues that new policies are … Continue reading →
Posted in Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Conflict Resolution, Giving Directions, negotiation, Negotiation Coaching, Successful Negotiation
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Thinking about Your Opponent 5–Context
We often focus on our negotiation opponent in a very personal way. We think our opponent is unnecessarily harsh or deeply uninformed. Sometimes we simply feel that we cannot trust another party in a dispute. We don’t want to negotiate when we … Continue reading →
Posted in Analyzing Opponents, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Building Relationships, Conflict Resolution, negotiation, Successful Negotiation
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Negotiation Guidance Associates 