Tag Archives: Susan K. Driver

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

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

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The Special Challenges of Multi-Party Negotiations, Part 2

 By Susan K. Driver As I discussed in an earlier article, the structure of every negotiation is multi-dimensional. At any given time, negotiations are occurring simultaneously along three distinct dimensions: (1) the horizontal dimension across the table with the other … Continue reading

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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

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Active Listening – A Foundation for Effective Communication in Negotiations

by Susan K. Driver Active listening sounds simple, doesn’t it?  But it’s not that easy for any of us, even experienced negotiators.  In a previous post, my colleagues talked about the importance of really listening to the other side and … Continue reading

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The Special Challenges of Multi-Party Negotiations, Part 1

by Susan K. Driver The structure of every negotiation process is multidimensional. At any given time, negotiations are occurring simultaneously along three distinct dimensions:  (1) the horizontal dimension across the table with the other side; (2) the internal dimension within … Continue reading

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