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...more
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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...more
On face, it sounds fair, almost noble, seductive. But before you accept the idea of a 50-50 compromise, consider the net result. Anchoring high while all the time planning to move to the middle just to show the other side that you are “collaborative” has its risks. Splitting the difference...more
In Part One on this topic I looked at the process concerns a negotiator needs to focus on. In Part Two, I want to look at the outcome concerns that need to be focused on by a smart negotiator. Fairness needs to be the hallmark of a workable and viable...more
When attempting to manage a dispute you need to be concerned with both process and outcome. Let’s talk about the process in this post. It is imperative that the process be seen as fair. This means that the parties perceive the process as fair. The parties must feel comfortable that...more
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