Category Archives: Analyzing Opponents

Thinking about Your Opponent 2–Diagnosing a Negotiation

Posted on May 26, 2009 by Negotiation Guidance Associates

by Berton Lee Lamb Accurately diagnosing a negotiation is an important skill. Recognizing patterns is a helpful way to make a diagnosis. Humans are very good at recognizing patterns. One example is how well we recognize people’s faces. I have … Continue reading →

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Thinking about Your Opponent 1–Motivation

Posted on April 15, 2009 by Negotiation Guidance Associates

by Berton Lee Lamb What does my opponent want out of this negotiation?  One of the most common comments we hear from our clients goes something like this: “If I only knew what they want I could negotiate better” or … Continue reading →

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