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Category Archives: Negotiation Coaching
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 →
Posted in Analyzing Opponents, Negotiation Coaching, Negotiation Keys, Negotiation Pointers
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Tagged Bargaining, Building Relationships, Conflict Resolution, Empathetic Listening, negotiation, Negotiation Coaching, Successful Negotiation
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Keys to Negotiation 4-Thinking about a Mediator
by Berton Lee Lamb It seems surprising now, but there was a time when mediation wasn’t as common as it is today. There have always been mediators, of course. It is just that for a variety of reasons mediation has … Continue reading →
Posted in Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Alternative Dispute Resolution, Bargaining, Conflict Resolution, negotiation, Negotiation Coaching, Successful Negotiation
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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 →
Thinking about Your Opponent 2–Diagnosing a Negotiation
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 →
Keys to Negotiation 3–Asking Questions
by Berton Lee Lamb One bit of advice that is common on the negotiation lecture circuit is that a good negotiator is one who asks questions. I have given that advice myself, many times. But what do we mean by … Continue reading →
Keys to Negotiation 2–Respect
In most of the negotiations in which I have been involved one of the main issues is mutual respect. Sometimes I think is it like the theme song from the TV sitcom “Cheers,” which says in part “Sometimes you wanna … Continue reading →
Thinking about Your Opponent 1–Motivation
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 →
Posted in Analyzing Opponents, Negotiation Coaching, Negotiation Keys, Negotiation Pointers
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Tagged Bargaining, Building Relationships, Conflict Resolution, negotiation, Negotiation Coaching, Successful Negotiation
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Keys to Negotiation 1–Relationships
We were working with a client recently who asked us, “How do I get started with this negotiation?” She was probably asking what her first move at the negotiating table should be. But we answered with another question: “Have you … Continue reading →
Posted in Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Building Relationships, Conflict Resolution, Empathetic Listening
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Comments Off on Keys to Negotiation 1–Relationships
Negotiation Guidance Associates 