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Tag Archives: negotiation
Negotiation Quick Tips: Using Questions
Using questions to help move the negotiation along is closely associated with the goal of staying on message. A key element in achieving success in negotiations is to stay on message and not fall into the trap of blurting out … Continue reading →
Negotiation and the 4 Cs
By Elisabeth Graffy Recently, I’ve been thinking a lot about policy conflicts, large and small, and the drumbeat of concern about civility and insistence on compromise. Many are sure there is not enough of either, but no one seems to … Continue reading →
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 →
Posted in Analyzing Opponents, Communication, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Alternative Dispute Resolution, Bargaining, Building Relationships, Conflict Resolution, Effective Communication, Empathetic Listening, Multi-party Negotiation, negotiation, Successful Negotiation
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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 →
Posted in Analyzing Opponents, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Berton Lee Lamb, Building Relationships, Conflict Resolution, Multi-party Negotiation, negotiation, Negotiation Coaching, Successful Negotiation, Susan K. Driver
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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 →
Posted in Analyzing Opponents, Communication, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Conflict Resolution, Multi-party Negotiation, negotiation, Successful Negotiation
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Keys to Negotiation 9–Balancing Spontaneity and Planning
by Gregg Fisher Here is a story told by Robert Cialdini in his book Influence: The Psychology of Persuasion (page 274). Back in the 1960s when the world seemed to be changing and long hair on men was new and … Continue reading →
Posted in Analyzing Opponents, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Building Relationships, Conflict Resolution, Effective Communication, Empathetic Listening, Gregg Fisher, negotiation, Successful Negotiation
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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 →
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 →
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 →
Posted in Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Conflict Resolution, Giving Directions, negotiation, Negotiation Coaching, Successful Negotiation
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Thinking about Your Opponent 5–Context
We often focus on our negotiation opponent in a very personal way. We think our opponent is unnecessarily harsh or deeply uninformed. Sometimes we simply feel that we cannot trust another party in a dispute. We don’t want to negotiate when we … Continue reading →
Posted in Analyzing Opponents, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Building Relationships, Conflict Resolution, negotiation, Successful Negotiation
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Negotiation Guidance Associates 