Tag Archives: Bargaining

The Influence of Culture on Strategy Selection

By Cindy T. Christen, Ph.D. Negotiation researchers have identified a number of factors that can influence selection of cooperative or noncooperative strategies. These can include objective factors, such as overlapping preferences, interests or goals, and subjective factors, such as perceptions … Continue reading

Posted in Analyzing Opponents, Communication, Conflict Management, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training | Tagged , , , , , | Comments Off on The Influence of Culture on Strategy Selection

Understanding Irrational Negotiation Behavior: The Ultimatum Game

                                                                                … Continue reading

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

Negotiation Quick Tips: Using Questions

Using questions to help move the negotiation along is closely associated with the goal of staying on message.  A key element in achieving success in negotiations is to stay on message and not fall into the trap of blurting out … Continue reading

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

Negotiation and the 4 Cs

By Elisabeth Graffy Recently, I’ve been thinking a lot about policy conflicts, large and small, and the drumbeat of concern about civility and insistence on compromise. Many are sure there is not enough of either, but no one seems to … Continue reading

Posted in Communication, Negotiation Keys, Negotiation Pointers, Negotiation Training | Tagged , , , , , , , , | 2 Comments

Negotiation Quick Tips: When Values Clash

An interesting question came up while I was lecturing about multi-party negotiations at the Eastern Management Development Center (EMDC).  The EMDC is one of the executive training centers of the U.S. Office of Personnel Management.  It is located in Shepardstown, … Continue reading

Posted in Analyzing Opponents, Communication, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training | Tagged , , , , , , , , | Comments Off on Negotiation Quick Tips: When Values Clash

Keys to Negotiation 10–Some Collaboration Tips for Complex Problems

by Susan K. Driver and Berton Lee Lamb When, and with whom should you collaborate in complex, multi-party negotiations?  On the one hand, fairness demands including all stakeholders, but on the other hand, involving diverse stakeholders can dilute the process … Continue reading

Posted in Analyzing Opponents, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training | Tagged , , , , , , , , | Comments Off on Keys to Negotiation 10–Some Collaboration Tips for Complex Problems

Negotiation Quick Tips: All Negotiation is a Little Like Diplomacy

What has been your experience?  Are your negotiations a little like diplomacy?  By “diplomacy” I mean country-to-country interactions; building relationships, forming alliances, bargaining, and closing a deal.  In a recent post on the Forbes webpage, negotiation trainer Victoria Pynchon wrote … Continue reading

Posted in Analyzing Opponents, Communication, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training | Tagged , , , , | Comments Off on Negotiation Quick Tips: All Negotiation is a Little Like Diplomacy

Keys to Negotiation 9–Balancing Spontaneity and Planning

by Gregg Fisher Here is a story told by Robert Cialdini in his book Influence: The Psychology of Persuasion (page 274).  Back in the 1960s when the world seemed to be changing and long hair on men was new and … Continue reading

Posted in Analyzing Opponents, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training | Tagged , , , , , , , | Comments Off on Keys to Negotiation 9–Balancing Spontaneity and Planning

Active Listening – A Foundation for Effective Communication in Negotiations

by Susan K. Driver Active listening sounds simple, doesn’t it?  But it’s not that easy for any of us, even experienced negotiators.  In a previous post, my colleagues talked about the importance of really listening to the other side and … Continue reading

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

Keys to Negotiation 8–Pushing Your Agenda is the Easy Part

In his best selling book Big Russ & Me Tim Russert tells the story of a father and son conversation.  In this conversation the father and son are both physicians and the father is giving advice to the son.  Russert … Continue reading

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