Tag Archives: Successful Negotiation

Digital Negotiating: Video-conferences

Posted on July 22, 2020 by Negotiation Guidance Associates

Negotiating by video-conference, such as Zoom or MS Teams, has recently become more common.  When reviewing the on-line literature on this subject it became apparent that there is less research available about how to conduct a video negotiation. But there … Continue reading →

Posted in Conflict Management, Negotiation Pointers | Tagged , , , , | Comments Off on Digital Negotiating: Video-conferences

The Term Sheet: What Is It and How Do We Use It?

Posted on May 1, 2020 by Negotiation Guidance Associates

By Sarah Klahn,* David Belcher,** and Berton Lee Lamb We often encounter “term sheets” in multi-party negotiations. Recently, we were involved in a negotiation that was going pretty well. The parties had agreed on a few things and seemed to … Continue reading →

Posted in Negotiation Keys, Negotiation Pointers | Tagged , , , | Comments Off on The Term Sheet: What Is It and How Do We Use It?

Final, Contingent, and Straw Man Offers

Posted on April 12, 2020 by Negotiation Guidance Associates

by Berton Lee Lamb and Sarah Klahn* Offers made in a negotiation can come in a variety of “flavors.” The flavor you choose should be selected to maximize development of mutual trust, create open discussion, and search for good results. … Continue reading →

Posted in Conflict Management, Negotiation Keys, Negotiation Pointers | Tagged , , , | 1 Comment

Special Challenges of Multi-Party Negotiation, Part 3: October Surprises

Posted on May 29, 2019 by Negotiation Guidance Associates

by Berton Lee Lamb and Susan K. Driver A few years ago we were involved in a multi-party negotiation that had an interesting dynamic. Two of the parties in this negotiation were allies. Although they supported each other, one of … Continue reading →

Posted in Conflict Management, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training | Tagged , , , , | 1 Comment

Does Collaboration Make a Difference?

Posted on August 16, 2016 by Negotiation Guidance Associates

A study published in 2015 examined three hydropower licensing cases that were characterized as having high, medium, and low collaboration. The author, Nicola Ulibarri, found that high collaboration resulted in “jointly developed and highly implementable operating regimes designed to improve … Continue reading →

Posted in Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training | Tagged , , , | Comments Off on Does Collaboration Make a Difference?

Should Mediators “Evaluate?”

Posted on February 12, 2016 by Negotiation Guidance Associates

Here is a quote from a blurb that recently appeared in the International Chamber of Commerce webpage: “..the benefit of mediation was seen as lying in the mediator’s ability to look beyond the polarised positions of the parties and find … Continue reading →

Posted in Conflict Management, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training | Tagged , , , | Comments Off on Should Mediators “Evaluate?”

The Role of a Mediator

Posted on November 5, 2015 by Negotiation Guidance Associates

A blog post by Katherine Graham about the role of a mediator recently came across my desk. Ms. Graham makes a good point that mediators should avoid the very natural tendency to pull the parties toward a solution. She writes … Continue reading →

Posted in Conflict Management, Negotiation Coaching, Negotiation Keys, Negotiation Pointers | Tagged , , , , | Comments Off on The Role of a Mediator

The Power of Collaboration

Posted on August 6, 2014 by Negotiation Guidance Associates

We often hear about the power of collaboration. It is good to find examples. One example appeared in a recent issue of Public Administration Review. The short article by David Wang is entitled “A Simple Lesson about the Power of … Continue reading →

Posted in Communication, Conflict Management, Negotiation Keys, Negotiation Pointers | Tagged , , , | Comments Off on The Power of Collaboration

Keys to Negotiation 13: Relationships, Trustworthiness, and Personal Bonds

Posted on March 24, 2014 by Negotiation Guidance Associates

We often say of negotiation that it is important to establish personal connections. Sometimes this is interpreted to mean that we should get to know the other stakeholders, maybe through social interactions. Social interactions are certainly important, but recent research … Continue reading →

Posted in Communication, Conflict Management, Negotiation Keys, Negotiation Pointers | Tagged , , , , | Comments Off on Keys to Negotiation 13: Relationships, Trustworthiness, and Personal Bonds

Threats in Negotiation

Posted on January 1, 2014 by Negotiation Guidance Associates

Often, when we interview parties in a dispute, we find that they have focused on the threats posed by their adversaries. In these situations, it is important to step back and examine the threats as objectively as possible. A recent … Continue reading →

Posted in Analyzing Opponents, Conflict Management, Negotiation Keys, Negotiation Pointers | Tagged , , , , | 1 Comment