Category Archives: Resources

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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International Audience for Multi-party Negotiation Lecture

Berton Lee Lamb was recently invited to lecture at the U.S. Office of Personnel Management’s Eastern Management Development Center in Shepardstown, WV.  His presentation on the subject “Multi-party Environmental Negotiations” was well received by students from the USA and India. … Continue reading

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Thinking about Your Opponent 5–Context

We often focus on our negotiation opponent in a very personal way. We think our opponent is unnecessarily harsh or deeply uninformed. Sometimes we simply feel that we cannot trust another party in a dispute.  We don’t want to negotiate when we … Continue reading

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Talking Collaboration

In an article that recently appeared in The Public Manager, author Russ Linden identifies six elements for successful collaboration.  The six factors he lists are consistent with what others have written about collaboration.  In short, people know what it takes … Continue reading

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Power Up Your Negotiations

How can you power up your negotiation skills?  Powering up means increasing your ability to get things done, to be creative, and to resolve problems.  I recently read two very different pieces of advice, one for grandparents and one for … Continue reading

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