Category Archives: Negotiation Training
Surviving the Impromptu Press Conference
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 →
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 →
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 →
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 →
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 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 →
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 →
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 →
Negotiation Guidance Associates 