Tag Archives: Susan K. Driver

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

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 and leave weaker parties at the mercy of … Continue reading

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Active Listening – A Foundation for Effective Communication in Negotiations

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 what they are saying … Continue reading

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The Special Challenges of Multi-Party Negotiations, Part 1

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 each negotiation team or … Continue reading

Posted in Negotiation Coaching, Negotiation Pointers, Negotiation Training, Strategic Bargaining | Tagged , , , , , , , | Leave a comment