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Recent Posts by terry
Why Use a Third Party?
You may want to consider using third party help to break a deadlock if: Emotions are running high with a lot of frustration and anger. Communication has broken down or the participants are talking “pas” each other. Behavior at the negotiation table is negative. The parties cannot even agree on...
The Power of Social Proof
Let’s take a look at the power of social proof. One of the most important ways that people decide what to believe and how to act in a particular situation is to look at what other people are saying or doing. If you understand how to use social proof you...
Effective Negotiators
What is it that makes a person an effective negotiator? What is it that characterizes the best negotiators? An effective negotiator always keeps the goals of the organization in mind. This requires clear guidance from the upper ranks of the ¬†organizations. So in this case an effective negotiator is “made”...
Asking Questions
A good listener asks good questions. Good questions draw out information from your counterpart. Good questions encourage an exchange of information. Good questions direct a discussion to important issues that need to be addressed. Asking good questions is, like most everything in negotiation, a skill. The key to asking good...
Limits – Setting Them and Sticking to Them
This is one of the most important things you need to do. You need to set your limits before you enter into a negotiation. Set your limits early to save time and consternation later in the negotiation. Having set your goals as you came into the negotiation, setting your limits...
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