Category Archives: Negotiation Keys

Negotiation and the 4 Cs

By Elisabeth Graffy Recently, I’ve been thinking a lot about policy conflicts, large and small, and the drumbeat of concern about civility and insistence on compromise. Many are sure there is not enough of either, but no one seems to … Continue reading

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Negotiation Quick Tips: When Values Clash

An interesting question came up while I was lecturing about multi-party negotiations at the Eastern Management Development Center (EMDC).  The EMDC is one of the executive training centers of the U.S. Office of Personnel Management.  It is located in Shepardstown, … Continue reading

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Keys to Negotiation 10–Some Collaboration Tips for Complex Problems

by Susan K. Driver and Berton Lee Lamb When, and with whom should you collaborate in complex, multi-party negotiations?  On the one hand, fairness demands including all stakeholders, but on the other hand, involving diverse stakeholders can dilute the process … Continue reading

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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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Framing the Debate

Almost every time I find myself in a discussion someone comes up with a catch-phrase or word image that captures the thinking of the group.  After the metaphor is first used, everyone follows suit and makes that word image a … 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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