Category Archives: Strategic Bargaining

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

Posted in Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training, Resources, Strategic Bargaining | Tagged , , , , , , , , , | 3 Comments

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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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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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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