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Tag Archives: Negotiation Coaching
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 →
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 →
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 →
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 →
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 →
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 →
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 →
