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Category Archives: Negotiation Pointers
Keys to Negotiation 12 — When to Come In
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 →
Posted in Communication, Conflict Management, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Effective Communication, Empathetic Listening, negotiation, Successful Negotiation
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Power, Trustworthiness, and Willingness to Negotiate
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 →
American Negotiating Style, Part 1
In recent years there has been a good deal written about the American style of negotiation. The information helps diplomats and can be a lesson for Americans negotiating with each other. Knowing about negotiation style helps us understand where others are … Continue reading →
Posted in Analyzing Opponents, Conflict Management, Negotiation Pointers
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Tagged American Negotiating Style, Bargaining, Conflict Resolution, Multi-party Negotiation, negotiation, Successful Negotiation
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Stakeholders
One of the most frequent questions we are asked is about stakeholders. Who are stakeholders in a negotiation, how do you identify them, and how do you work with them? We have written about stakeholders and talked about working with … Continue reading →
Posted in Analyzing Opponents, Conflict Management, Negotiation Coaching, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Building Relationships, Conflict Resolution, Multi-party Negotiation, negotiation, Successful Negotiation
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Keys to Negotiation 11: Bargaining with “Deepening Conversations”
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 →
The Special Challenges of Multi-Party Negotiations, Part 2
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 →
The Influence of Culture on Strategy Selection
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 →
Posted in Analyzing Opponents, Communication, Conflict Management, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Cindy Christen, Conflict Resolution, Effective Communication, negotiation, Successful Negotiation
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Negotiation Quick Tips: Using Questions
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 →
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 →
Negotiation Guidance Associates 