Journal

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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Conflict Management Tips – Part One
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...
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Anchoring in the Trump Era
I do not normally add a post until the 5th of each month. In this case, I think I have to. Trump is, for better or worse, a positional negotiator. He is going to anchor in an extreme position and then assume you will bargain him down. His statements the...
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Exchanging Information
When you enter the first phase of interaction with your negotiation counterpart you task is to initiate an exchange of information. This process has several positive effects on the whole subsequent negotiation, First, open communication can set a cooperative and also personal tone. Second, exchanging information helps both parties define...
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I’m Sorry. Really? You Mean It?
Your counterpart wants an apology and you are just dead set against it. So you can give a multitude of excuses, often many of them childish. You can cite your principles and refuse to budge from your position, Principles are funny things and often are roadblocks to a discussion. Look,...
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Keeping Your Cool
Keeping a cool head isn’t easy sometimes. In fact, it is, as they say, easier said than done. The reality is that we all are subject to uncontrolled emotional outbursts even though we try to keep things under control. Even telling yourself to remain cool in a negotiation can concur...
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Pause…
In a high stress situation you need to take a break, a pause, and reset your emotional distance. When you pause, you freeze the negotiation and step away psychologically and often physically. Use the time for a detailed review of where you are, where you want to be, and the...
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