Journal

Breaking Through an Impasse
The power of mutual deadlines. Here is your problem: You are deadlocked. There appears to be no end in sight. You are smart enough to know that if you impose a deadline it could work against you. Deadlines run the risk of making you concede too much. Likewise if you...
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Shaping the Game
Framing! What techniques can you use to present the issues in such a way that they cause the other side to embrace the conclusion you believe to be right and reject the the conclusion you feel are wrong? Invoke a common benefit. Emphasize the collective benefit and diminish the costs...
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Coalitions
When are you in over your head? How do you increase your bargaining power when you feel you are in an impossibly weak position? As in all negotiations you would first assess your BATNA and you would try to change the game to be more favorable to your position. You...
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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...
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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...
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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”...
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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...
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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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Splitting the Difference
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...
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Conflict Management Tips – Part Two
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...
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