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Category Archives: Negotiation Coaching
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 →
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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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 →
Power Up Your Negotiations
How can you power up your negotiation skills? Powering up means increasing your ability to get things done, to be creative, and to resolve problems. I recently read two very different pieces of advice, one for grandparents and one for … Continue reading →
Posted in Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Building Relationships, Conflict Resolution, Empathetic Listening, Giving Directions, negotiation, Negotiation Coaching, Successful Negotiation
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The Special Challenges of Multi-Party Negotiations, Part 1
by Susan K. Driver The structure of every negotiation process is multidimensional. At any given time, negotiations are occurring simultaneously along three distinct dimensions: (1) the horizontal dimension across the table with the other side; (2) the internal dimension within … Continue reading →
Badmouthing Your Opponent
by Berton Lee Lamb Have you ever been in a situation where your negotiation team is de-briefing a bargaining session and one of your colleagues starts badmouthing your opponent? This sometimes happens after a particularly difficult negotiating session or the … Continue reading →
Keys to Negotiation 5-The Paradox of Ambiguity
by Berton Lee Lamb and Susan K. Driver Here is a paradox for you to consider: First, people bargain harder if they cannot quantify the issues and results. Second, “compromise is often easier to arrange in a situation of ambiguity” … Continue reading →
Posted in Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Conflict Resolution, Effective Communication, Empathetic Listening, negotiation, Negotiation Coaching, Successful Negotiation
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Comments Off on Keys to Negotiation 5-The Paradox of Ambiguity
Negotiation Guidance Associates 