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Tag Archives: Bargaining
Digital Negotiating: Video-conferences
Negotiating by video-conference, such as Zoom or MS Teams, has recently become more common. When reviewing the on-line literature on this subject it became apparent that there is less research available about how to conduct a video negotiation. But there … Continue reading →
Digital Negotiating: Email
We are often asked about negotiating using email. The questions are something like these: “Is it okay to negotiate through email?” “What is the best way to negotiate by email?” or “What are the difficulties in email negotiations?” Listed below … Continue reading →
The Term Sheet: What Is It and How Do We Use It?
By Sarah Klahn,* David Belcher,** and Berton Lee Lamb We often encounter “term sheets” in multi-party negotiations. Recently, we were involved in a negotiation that was going pretty well. The parties had agreed on a few things and seemed to … Continue reading →
Posted in Negotiation Keys, Negotiation Pointers
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Tagged Bargaining, Conflict Resolution, negotiation, Successful Negotiation
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Final, Contingent, and Straw Man Offers
by Berton Lee Lamb and Sarah Klahn* Offers made in a negotiation can come in a variety of “flavors.” The flavor you choose should be selected to maximize development of mutual trust, create open discussion, and search for good results. … Continue reading →
Posted in Conflict Management, Negotiation Keys, Negotiation Pointers
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Tagged Bargaining, Conflict Resolution, negotiation, Successful Negotiation
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NGA Wraps Negotiation Training in SoCal
By Berton Lee Lamb, Susan K. Driver, and Robert H. Deibel We recently returned from our latest round of negotiation training courses in Southern California. During early December, we taught Advancing the Art of Negotiation to personnel from three different … Continue reading →
“Core Competencies” is a Popular Article on ResearchGate
“Core Competencies for Natural Resource Negotiators” by Shana Gillette and Berton Lee Lamb reached the milestone of more than 50 downloads from researchgate.net. Click here to view and download the article.
Effective Communication: Using Context
This is advice we often hear: “When you are actively listening, give the speaker feedback so they know you hear them.” There are many variations on this advice. Sometimes experts tells us to say, “What I hear you saying is…” … Continue reading →
Lessons from Diplomacy: Learning the Discipline of Negotiation
What can we learn from the practice of diplomacy that will help us negotiate? Whether it is natural resources, workplace conflict, or local policy disputes there are some golden rules to help us. The Public Diplomacy Council recently published an … Continue reading →
The Power of Collaboration
We often hear about the power of collaboration. It is good to find examples. One example appeared in a recent issue of Public Administration Review. The short article by David Wang is entitled “A Simple Lesson about the Power of … Continue reading →
Choosing the Right Representative
I have been reading an interesting history of a slice of diplomacy from the Second World War. President Roosevelt used personal representatives–often informally–to help him understand and coordinate with our allies. This led me to thinking about choosing the right representatives … Continue reading →
