Tag Archives: Susan K. Driver

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

The Special Challenges of Multi-Party Negotiations, Part 2

Posted on February 28, 2012 by Negotiation Guidance Associates

 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 →

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

Keys to Negotiation 10–Some Collaboration Tips for Complex Problems

Posted on July 25, 2011 by Negotiation Guidance Associates

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

Posted on April 11, 2011 by Negotiation Guidance Associates

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 →

Posted in Analyzing Opponents, Negotiation Coaching, Negotiation Keys, Negotiation Pointers, Negotiation Training | Tagged , , , , , , | 1 Comment

The Special Challenges of Multi-Party Negotiations, Part 1

Posted on December 8, 2009 by Negotiation Guidance Associates

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 →

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