Category Archives: Negotiation Coaching

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

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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

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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

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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

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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

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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

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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

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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

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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

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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

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