Tag Archives: Multi-party Negotiation

Understanding Irrational Negotiation Behavior: The Ultimatum Game

                                                                                … Continue reading

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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

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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

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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

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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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Talking Collaboration

In an article that recently appeared in The Public Manager, author Russ Linden identifies six elements for successful collaboration.  The six factors he lists are consistent with what others have written about collaboration.  In short, people know what it takes … Continue reading

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The Special Challenges of Multi-Party Negotiations, Part 1

by Susan K. Driver The structure of every negotiation process is multidimensional. At any given time, negotiations are occurring simultaneously along three distinct dimensions:  (1) the horizontal dimension across the table with the other side; (2) the internal dimension within … Continue reading

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Urgency in Negotiation Article

A newly posted journal article by Dr. Lamb and his colleagues describes how a shared sense of urgency among the parties is important for encouraging speedier agreements.

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