Category Archives: Analyzing Opponents
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 →
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 →
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 →
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 →
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 →
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 →
Talking Collaboration
In an article that recently appeared in The Public Manager, author Russ Linden identifies six elements for successful collaboration. The six factors he lists are consistent with what others have written about collaboration. In short, people know what it takes … Continue reading →
Thinking about Your Opponent 4–Dealing with Difficult People
Summary of an essay by Terry Paulson, Ph.D. Ten suggestions for dealing with difficult people: 1. “Talk to people instead of about them.” Dr. Paulson recognizes that direct confrontation may be difficult but he observes that direct interaction can … Continue reading →
Thinking about Your Opponent 3–Bargaining with the Hard-nosed
by Russell C. Sanders, Psy.D. Negotiate with a Hard-nosed Person A question was raised about a recent post on our Negotiation Guidance Associates blog: How do I negotiate with a hard-nosed person? The first word is preparation. How prepared are you … Continue reading →
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