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Tag Archives: negotiation
The Influence of Culture on Strategy Selection
By Cindy T. Christen, Ph.D. Negotiation researchers have identified a number of factors that can influence selection of cooperative or noncooperative strategies. These can include objective factors, such as overlapping preferences, interests or goals, and subjective factors, such as perceptions … Continue reading →
Posted in Analyzing Opponents, Communication, Conflict Management, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training
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Tagged Bargaining, Cindy Christen, Conflict Resolution, Effective Communication, negotiation, Successful Negotiation
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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 →
Negotiation Guidance Associates 