Tag Archives: Negotiation Coaching

Choosing the Right Representative

I have been reading an interesting history of a slice of diplomacy from the Second World War. President Roosevelt used personal representatives–often informally–to help him understand and coordinate with our allies. This led me to thinking about choosing the right representatives … 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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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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Keys to Negotiation 6–Think about Implementation

Ever wonder why what seemed like a good agreement didn’t work out? A recent book by Eric Patashnik, entitled Reforms at Risk, reminds us that success often rides on how an agreement is implemented.  Dr. Patashnik argues that new policies are … 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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