Category Archives: Negotiation Pointers

Abuse of Power in Negotiations

Posted on June 3, 2023 by Negotiation Guidance Associates

By Daniel Merz, Ph.D. There are occasions in negotiation or mediation where a member of one party will use intimidation or in some instances bullying tactics to gain a power advantage. These tactics present difficult and emotionally challenging management moments … Continue reading →

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Can We Talk about Barriers? — Introverts and Scientists

Posted on March 20, 2023 by Negotiation Guidance Associates

by Janet L. D. Vogel During my time in Federal leadership and program management–and also as an information technology specialist–I have experienced a couple of often overlooked barriers to negotiation and conflict resolution. First, scientists and technologists may be more … Continue reading →

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Preparing for Negotiation On the Fly

Posted on August 9, 2021 by Negotiation Guidance Associates

by Berton Lee Lamb and Susan K. Driver We often read the advice that we should be well prepared for negotiation. This is sometimes directed at one-on-one negotiations. Buying a car is an example. “Do your research beforehand” they advise. … Continue reading →

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American Negotiating Style: Part 4

Posted on April 12, 2021 by Negotiation Guidance Associates

I recently found a blog post that summarizes some useful negotiation lessons. The blog is entitled Your “Tools for Success in the United States.” The five-part guidance for the first-time negotiator in the Unites States is informative about what to … Continue reading →

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American Negotiating Style: Part 2

Posted on March 4, 2021 by Negotiation Guidance Associates

How do others see us? This is a great question and it is especially important to understand how we are viewed as negotiators. (Click here to read Part 1) Recently, I was teaching the negotiation segment of a course at … Continue reading →

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Digital Negotiating: Video-conferences

Posted on July 22, 2020 by Negotiation Guidance Associates

Negotiating by video-conference, such as Zoom or MS Teams, has recently become more common.  When reviewing the on-line literature on this subject it became apparent that there is less research available about how to conduct a video negotiation. But there … Continue reading →

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The Term Sheet: What Is It and How Do We Use It?

Posted on May 1, 2020 by Negotiation Guidance Associates

By Sarah Klahn,* and David Belcher,** We often encounter “term sheets” in multi-party negotiations. Recently, we were involved in a negotiation that was going pretty well. The parties had agreed on a few things and seemed to trust one another. … Continue reading →

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Final, Contingent, and Straw Man Offers

Posted on April 12, 2020 by Negotiation Guidance Associates

by Berton Lee Lamb and Sarah Klahn* Offers made in a negotiation can come in a variety of “flavors.” The flavor you choose should be selected to maximize development of mutual trust, create open discussion, and search for good results. … Continue reading →

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Special Challenges of Multi-Party Negotiation, Part 3: October Surprises

Posted on May 29, 2019 by Negotiation Guidance Associates

by Berton Lee Lamb and Susan K. Driver A few years ago we were involved in a multi-party negotiation that had an interesting dynamic. Two of the parties in this negotiation were allies. Although they supported each other, one of … Continue reading →

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Does Collaboration Make a Difference?

Posted on August 16, 2016 by Negotiation Guidance Associates

A study published in 2015 examined three hydropower licensing cases that were characterized as having high, medium, and low collaboration. The author, Nicola Ulibarri, found that high collaboration resulted in “jointly developed and highly implementable operating regimes designed to improve … Continue reading →

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