Tag Archives: Multi-party Negotiation

Preparing for Negotiation On the Fly

Posted on August 9, 2021 by Negotiation Guidance Associates

by Berton Lee Lamb and Susan K. Driver We often read the advice that we should be well prepared for negotiation. This is sometimes directed at one-on-one negotiations. Buying a car is an example. “Do your research beforehand” they advise. … Continue reading →

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American Negotiating Style: Part 2

Posted on March 4, 2021 by Negotiation Guidance Associates

How do others see us? This is a great question and it is especially important to understand how we are viewed as negotiators. (Click here to read Part 1) Recently, I was teaching the negotiation segment of a course at … Continue reading →

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Does Collaboration Make a Difference?

Posted on August 16, 2016 by Negotiation Guidance Associates

A study published in 2015 examined three hydropower licensing cases that were characterized as having high, medium, and low collaboration. The author, Nicola Ulibarri, found that high collaboration resulted in “jointly developed and highly implementable operating regimes designed to improve … Continue reading →

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Do Negotiators Adapt their Message to Communicate with Competing Parties?

Posted on August 8, 2016 by Negotiation Guidance Associates

In a recent article appearing in Policy Science  Political Scientists Mark McBeth, Donna Lybecker and James Stoutenborough examined the reasons why negotiators might switch between “personal message choice” and “public communication choice.” They describe public communication choice as a message … Continue reading →

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American Negotiating Style: Learning from Diplomacy

Posted on November 4, 2014 by Negotiation Guidance Associates

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 →

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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 →

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Seeing the Big Picture: Strategy

Posted on October 20, 2013 by Negotiation Guidance Associates

Seeing the big picture in the midst of battle, or a rancorous negotiation, is difficult but important. A brief article on the website American Diplomacy traces the strategic consequences of three battles (Waterloo, The Somme, and Omaha Beach) to show … Continue reading →

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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 →

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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 →

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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 →

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