Tag Archives: Bargaining

Choosing the Right Representative

Posted on July 18, 2014 by Negotiation Guidance Associates

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 →

Posted in Conflict Management, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training | Tagged , , , , | Comments Off on Choosing the Right Representative

Keys to Negotiation 13: Relationships, Trustworthiness, and Personal Bonds

Posted on March 24, 2014 by Negotiation Guidance Associates

We often say of negotiation that it is important to establish personal connections. Sometimes this is interpreted to mean that we should get to know the other stakeholders, maybe through social interactions. Social interactions are certainly important, but recent research … Continue reading →

Posted in Communication, Conflict Management, Negotiation Keys, Negotiation Pointers | Tagged , , , , | Comments Off on Keys to Negotiation 13: Relationships, Trustworthiness, and Personal Bonds

Threats in Negotiation

Posted on January 1, 2014 by Negotiation Guidance Associates

Often, when we interview parties in a dispute, we find that they have focused on the threats posed by their adversaries. In these situations, it is important to step back and examine the threats as objectively as possible. An article … Continue reading →

Posted in Analyzing Opponents, Conflict Management, Negotiation Keys, Negotiation Pointers | Tagged , , , , | 1 Comment

Keys to Negotiation 12 — When to Come In

Posted on May 14, 2013 by Negotiation Guidance Associates

On April 13, 2011, Terry Gross interviewed Tina Fey on the NPR radio program Fresh Air.  They had a nice long chat about comedy, acting, and life in general prompted by the publication of Fey’s autobiography. When talking about her … Continue reading →

Posted in Communication, Conflict Management, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training | Tagged , , , , | Comments Off on Keys to Negotiation 12 — When to Come In

Power, Trustworthiness, and Willingness to Negotiate

Posted on February 21, 2013 by Negotiation Guidance Associates

by Cindy T. Christen, Ph.D. Most investigations of the negotiation process assume that the parties to a conflict are willing to participate in formal negotiations. In reality, a number of factors can influence a party’s willingness to consider negotiation as … Continue reading →

Posted in Analyzing Opponents, Communication, Conflict Management, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training | Tagged , , , , , | 2 Comments

American Negotiating Style, Part 1

Posted on May 25, 2012 by Negotiation Guidance Associates

In recent years there has been a good deal written about the American style of negotiation. The information helps diplomats and can be a lesson for Americans negotiating with each other. Knowing about negotiation style helps us understand where others are … Continue reading →

Posted in Analyzing Opponents, Conflict Management, Negotiation Pointers | Tagged , , , , , | Comments Off on American Negotiating Style, Part 1

Stakeholders

Posted on May 5, 2012 by Negotiation Guidance Associates

One of the most frequent questions we are asked is about stakeholders. Who are stakeholders in a negotiation, how do you identify them, and how do you work with them? We have written about stakeholders and talked about working with … Continue reading →

Posted in Analyzing Opponents, Conflict Management, Negotiation Coaching, Negotiation Pointers, Negotiation Training | Tagged , , , , , | Comments Off on Stakeholders

Keys to Negotiation 11: Bargaining with “Deepening Conversations”

Posted on April 5, 2012 by Negotiation Guidance Associates

Becoming a better bargainer means being a better listener.  We negotiate every day. Some of these negotiations are at work, where we try to plan future actions or resolve conflicts over what we have already done. Some are with friends and … Continue reading →

Posted in Communication, Negotiation Coaching, Negotiation Keys, Negotiation Pointers | Tagged , , , , | 1 Comment

The Special Challenges of Multi-Party Negotiations, Part 2

Posted on February 28, 2012 by Negotiation Guidance Associates

 By Susan K. Driver As I discussed in an earlier article, the structure of every negotiation is multi-dimensional. At any given time, negotiations are occurring simultaneously along three distinct dimensions: (1) the horizontal dimension across the table with the other … Continue reading →

Posted in Analyzing Opponents, Communication, Negotiation Keys, Negotiation Pointers | Tagged , , , , , | 1 Comment

Negotiation Quick Tips: Workplace Conflict

Posted on January 18, 2012 by Negotiation Guidance Associates

Workplace conflicts are very common. Sometimes those conflicts are between employees in the same organization. Often, however, those conflicts are between the boss and the employee.  An interesting post in Fast Company discusses boss-employee conflicts. One great thing about this article … Continue reading →

Posted in Communication, Conflict Management, Negotiation Keys, Negotiation Pointers | Tagged , , , , , , , | Comments Off on Negotiation Quick Tips: Workplace Conflict