Category Archives: Negotiation Coaching

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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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