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Category Archives: Negotiation Training
Keys to Negotiation 4-Thinking about a Mediator
by Berton Lee Lamb It seems surprising now, but there was a time when mediation wasn’t as common as it is today. There have always been mediators, of course. It is just that for a variety of reasons mediation has … Continue reading →
Posted in Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Alternative Dispute Resolution, Bargaining, Conflict Resolution, negotiation, Negotiation Coaching, Successful Negotiation
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Thinking about Your Opponent 3–Bargaining with the Hard-nosed
by Russell C. Sanders, Psy.D. Negotiate with a Hard-nosed Person A question was raised about a recent post on our Negotiation Guidance Associates blog: How do I negotiate with a hard-nosed person? The first word is preparation. How prepared are you … Continue reading →
Thinking about Your Opponent 2–Diagnosing a Negotiation
by Berton Lee Lamb Accurately diagnosing a negotiation is an important skill. Recognizing patterns is a helpful way to make a diagnosis. Humans are very good at recognizing patterns. One example is how well we recognize people’s faces. I have … Continue reading →
Keys to Negotiation 3–Asking Questions
by Berton Lee Lamb One bit of advice that is common on the negotiation lecture circuit is that a good negotiator is one who asks questions. I have given that advice myself, many times. But what do we mean by … Continue reading →
Keys to Negotiation 2–Respect
In most of the negotiations in which I have been involved one of the main issues is mutual respect. Sometimes I think is it like the theme song from the TV sitcom “Cheers,” which says in part “Sometimes you wanna … Continue reading →
Keys to Negotiation 1–Relationships
We were working with a client recently who asked us, “How do I get started with this negotiation?” She was probably asking what her first move at the negotiating table should be. But we answered with another question: “Have you … Continue reading →
Posted in Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Building Relationships, Conflict Resolution, Empathetic Listening
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