Tag Archives: Negotiation Coaching

Keys to Negotiation 4-Thinking about a Mediator

by Berton Lee Lamb It seems surprising now, but there was a time when mediation wasn’t as common as it is today. There have always been mediators, of course.  It is just that for a variety of reasons mediation has … Continue reading

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Thinking about Your Opponent 3–Bargaining with the Hard-nosed

by Russell C. Sanders, Psy.D. Negotiate with a Hard-nosed Person A question was raised about a recent post on our Negotiation Guidance Associates blog: How do I negotiate with a hard-nosed person? The first word is preparation. How prepared are you … Continue reading

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Thinking about Your Opponent 2–Pattern Recognition

by Berton Lee Lamb Humans are very good at recognizing patterns. One example is how well we recognize people’s faces. I have two young grandsons and people often comment about how the grandsons look like their parents, grandparents, or even … Continue reading

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Keys to Negotiation 3–Asking Questions

by Berton Lee Lamb One bit of advice that is common on the negotiation lecture circuit is that a good negotiator is one who asks questions.  I have given that advice myself, many times.  But what do we mean by … Continue reading

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Effective Communication: The Path to Improvement

by Russell C. Sanders So, how do you do it? How can you change a life-time of communication habits to become an effective communicator? It takes time, effort, and a commitment on your part, but you can do it faster … Continue reading

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Keys to Negotiation 2–Respect

In most of the negotiations in which I have been involved one of the main issues is mutual respect. Sometimes I think is it like the theme song from the TV sitcom “Cheers,” which says in part “Sometimes you wanna … Continue reading

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Thinking about Your Opponent 1–Motivation

by Berton Lee Lamb What does my opponent want out of this negotiation?  One of the most common comments we hear from our clients goes something like this: “If I only knew what they want I could negotiate better” or … Continue reading

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