Category Archives: Negotiation Keys

The Efficacy of Alternative Dispute Resolution

Posted on August 17, 2013 by Negotiation Guidance Associates

The efficacy of alternative dispute resolution (ADR) when compared with more formal processes has been a question much discussed in the literature of conflict resolution. A recent study, published in Public Administration Review suggests that ADR can be fairly effective. The … Continue reading →

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Keys to Negotiation 12 — When to Come In

Posted on May 14, 2013 by Negotiation Guidance Associates

On April 13, 2011, Terry Gross interviewed Tina Fey on the NPR radio program Fresh Air.  They had a nice long chat about comedy, acting, and life in general prompted by the publication of Fey’s autobiography. When talking about her … Continue reading →

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Surviving the Impromptu Press Conference

Posted on April 25, 2013 by Negotiation Guidance Associates

In the wake of the Boston Marathon bombings I was impressed by the impromptu press conference given by the uncle of the suspects. I wanted to know if this was an effective form of communication. To answer this question I … Continue reading →

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Power, Trustworthiness, and Willingness to Negotiate

Posted on February 21, 2013 by Negotiation Guidance Associates

by Cindy T. Christen, Ph.D. Most investigations of the negotiation process assume that the parties to a conflict are willing to participate in formal negotiations. In reality, a number of factors can influence a party’s willingness to consider negotiation as … Continue reading →

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Keys to Negotiation 11: Bargaining with “Deepening Conversations”

Posted on April 5, 2012 by Negotiation Guidance Associates

Becoming a better bargainer means being a better listener.  We negotiate every day. Some of these negotiations are at work, where we try to plan future actions or resolve conflicts over what we have already done. Some are with friends and … Continue reading →

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The Special Challenges of Multi-Party Negotiations, Part 2

Posted on February 28, 2012 by Negotiation Guidance Associates

 By Susan K. Driver As I discussed in an earlier article, the structure of every negotiation is multi-dimensional. At any given time, negotiations are occurring simultaneously along three distinct dimensions: (1) the horizontal dimension across the table with the other … Continue reading →

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Negotiation Quick Tips: Workplace Conflict

Posted on January 18, 2012 by Negotiation Guidance Associates

Workplace conflicts are very common. Sometimes those conflicts are between employees in the same organization. Often, however, those conflicts are between the boss and the employee.  An interesting post in Fast Company discusses boss-employee conflicts. One great thing about this article … Continue reading →

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The Influence of Culture on Strategy Selection

Posted on November 11, 2011 by Negotiation Guidance Associates

By Cindy T. Christen, Ph.D. Negotiation researchers have identified a number of factors that can influence selection of cooperative or noncooperative strategies. These can include objective factors, such as overlapping preferences, interests or goals, and subjective factors, such as perceptions … Continue reading →

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Understanding Irrational Negotiation Behavior: The Ultimatum Game

Posted on October 17, 2011 by Negotiation Guidance Associates

                                                                                … Continue reading →

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Negotiation Quick Tips: Using Questions

Posted on October 15, 2011 by Negotiation Guidance Associates

Using questions to help move the negotiation along is closely associated with the goal of staying on message.  A key element in achieving success in negotiations is to stay on message and not fall into the trap of blurting out … Continue reading →

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