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Tag Archives: Effective Communication
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 →
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 →
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
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Tagged Alternative Dispute Resolution, Bargaining, Building Relationships, Conflict Resolution, Effective Communication, Empathetic Listening, Multi-party Negotiation, negotiation, Successful Negotiation
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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
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Tagged Bargaining, Building Relationships, Conflict Resolution, Effective Communication, Empathetic Listening, Gregg Fisher, negotiation, Successful Negotiation
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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 →
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
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Tagged Bargaining, Building Relationships, Conflict Resolution, Effective Communication, Empathetic Listening, Multi-party Negotiation, Successful Negotiation
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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 →
Badmouthing Your Opponent
by Berton Lee Lamb 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 … Continue reading →
Keys to Negotiation 5-The Paradox of Ambiguity
by Berton Lee Lamb and Susan K. Driver Here is a paradox for you to consider: First, people bargain harder if they cannot quantify the issues and results. Second, “compromise is often easier to arrange in a situation of ambiguity” … Continue reading →
Posted in Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Conflict Resolution, Effective Communication, Empathetic Listening, negotiation, Negotiation Coaching, Successful Negotiation
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Negotiation Guidance Associates 