Category Archives: Resources

A useful resource: Free Conference Calls

A resource I have found useful is Free Conference.  This Internet service lets you set up conference calls.  The service is free, but you have to pay for the any long distance connection.  You can find the service at: https://www.freeconference.com/Continue reading

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The Special Challenges of Multi-Party Negotiations, Part 1

The structure of every negotiation process is multidimensional. At any given time, negotiations are occurring simultaneously along three distinct dimensions:  (1) the horizontal dimension across the table with the other side; (2) the internal dimension within each negotiation team or … Continue reading

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Badmouthing Your Opponent

Have you ever been in a situation where your negotiation team is de-briefing a bargaining session and one of your colleagues starts badmouthing your opponent? This sometimes happens after a particularly difficult negotiating session or  the opponent has taken a … Continue reading

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Using Power and Personality to Negotiate

“Disputes can be transformed using two tools: power and personality” says contributor Berton Lee Lamb. In the current NGA newsletter he discusses how successful negotiators must understand both the sources of  power and the personality styles within a negotiation to achieve … Continue reading

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Thinking about Your Opponent 4–Dealing with Difficult People

Summary of an essay by Terry Paulson, Ph.D. Ten suggestions for dealing with difficult people: 1. “Talk to people instead of about them.”   Dr. Paulson recognizes that direct confrontation may be difficult but he observes that direct interaction can … Continue reading

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May Newsletter: Using Networks

Read the  May Newsletter to find out how expert negotiators use networking to amplify knowledge and help people succeed. Advantages of several network types are highlighted. Click to open Newsletter. To receive email announcements of future newsletters, enter your email address … Continue reading

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Keys to Negotiation 3–Asking Questions

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 suggesting that it is … Continue reading

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