Category Archives: Analyzing Opponents

American Negotiating Style: Part 2

Posted on March 4, 2021 by Negotiation Guidance Associates

How do others see us? This is a great question and it is especially important to understand how we are viewed as negotiators. (Click here to read Part 1) Recently, I was teaching the negotiation segment of a course at … Continue reading →

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Mediation With Difficult Individuals

Posted on May 19, 2020 by Negotiation Guidance Associates

by Daniel R. Merz, Ph.D* One of the more difficult personalities to face in mediation is when one of the parties exhibits an egotistical, armored, and intimidating personality. These individuals will often display additional character traits such as bullying, grandiosity, … Continue reading →

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Do Negotiators Adapt their Message to Communicate with Competing Parties?

Posted on August 8, 2016 by Negotiation Guidance Associates

In a recent article appearing in Policy Science  Political Scientists Mark McBeth, Donna Lybecker and James Stoutenborough examined the reasons why negotiators might switch between “personal message choice” and “public communication choice.” They describe public communication choice as a message … Continue reading →

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Threats in Negotiation

Posted on January 1, 2014 by Negotiation Guidance Associates

Often, when we interview parties in a dispute, we find that they have focused on the threats posed by their adversaries. In these situations, it is important to step back and examine the threats as objectively as possible. An article … Continue reading →

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Power, Trustworthiness, and Willingness to Negotiate

Posted on February 21, 2013 by Negotiation Guidance Associates

by Cindy T. Christen, Ph.D. Most investigations of the negotiation process assume that the parties to a conflict are willing to participate in formal negotiations. In reality, a number of factors can influence a party’s willingness to consider negotiation as … Continue reading →

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American Negotiating Style, Part 1

Posted on May 25, 2012 by Negotiation Guidance Associates

In recent years there has been a good deal written about the American style of negotiation. The information helps diplomats and can be a lesson for Americans negotiating with each other. Knowing about negotiation style helps us understand where others are … Continue reading →

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Stakeholders

Posted on May 5, 2012 by Negotiation Guidance Associates

One of the most frequent questions we are asked is about stakeholders. Who are stakeholders in a negotiation, how do you identify them, and how do you work with them? We have written about stakeholders and talked about working with … Continue reading →

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The Special Challenges of Multi-Party Negotiations, Part 2

Posted on February 28, 2012 by Negotiation Guidance Associates

 By Susan K. Driver As I discussed in an earlier article, the structure of every negotiation is multi-dimensional. At any given time, negotiations are occurring simultaneously along three distinct dimensions: (1) the horizontal dimension across the table with the other … Continue reading →

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The Influence of Culture on Strategy Selection

Posted on November 11, 2011 by Negotiation Guidance Associates

By Cindy T. Christen, Ph.D. Negotiation researchers have identified a number of factors that can influence selection of cooperative or noncooperative strategies. These can include objective factors, such as overlapping preferences, interests or goals, and subjective factors, such as perceptions … Continue reading →

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Negotiation Quick Tips: When Values Clash

Posted on August 22, 2011 by Negotiation Guidance Associates

An interesting question came up while I was lecturing about multi-party negotiations at the Eastern Management Development Center (EMDC).  The EMDC is one of the executive training centers of the U.S. Office of Personnel Management.  It is located in Shepardstown, … Continue reading →

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