Tag Archives: Empathetic Listening

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

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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

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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

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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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Power Up Your Negotiations

How can you power up your negotiation skills?  Powering up means increasing your ability to get things done, to be creative, and to resolve problems.  I recently read two very different pieces of advice, one for grandparents and one for … Continue reading

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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

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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

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Thinking about Your Opponent 4–Dealing with Difficult People

Summary of an essay by Terry Paulson, Ph.D. Ten suggestions for dealing with difficult people: 1. “Talk to people instead of about them.”   Dr. Paulson recognizes that direct confrontation may be difficult but he observes that direct interaction can … Continue reading

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Thinking about Your Opponent 2–Diagnosing a Negotiation

by Berton Lee Lamb Accurately diagnosing a negotiation is an important skill. Recognizing patterns is a helpful way to make a diagnosis. Humans are very good at recognizing patterns. One example is how well we recognize people’s faces. I have … Continue reading

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