Category Archives: Negotiation

Reciprocation
One of our cultural norms is the rule of reciprocation. In short, it means that you should try to repay, in kind, what someone has done for you. This is a powerful negotiation tactic. Reciprocation means that when you give something you can reasonably expect that the recipient will repay....
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Bargaining Power
Dump your concepts or power based on your opponent’s relative strength compared with yours. Instead ask yourself: What you are going to do if there is no agreement? What is the other side probably going to do? If you can answer these two questions you will have a much more...
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Setting Your Negotiation Goal
When you undertake a negotiation you need to be very clear on what the fundamental objectives of the negotiation are: 1)  You should try to create as much value as possible. Your goal should be mutual gain. You should focus on the interests that can help you and the parties...
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Contingent Contracts
Since very few of us are psychics, predicting the future with 100% accuracy is a futile exercise and can be very dangerous. Negotiation is about setting agreements that will live in the future. Contingent contracts are a way to protect yourself in a negotiation. Here are a few tangible benefits...
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Angry?
Studies show that responding with anger to another negotiator’s offer can often get you what you want. An angry negotiator more often than not will reject a lowball offer than will a placid negotiator. Anger often extracts lower demands and larger concessions from the other party. It seems that there...
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Stressed Out?
Seems like a good time to talk about stress. It’s tough to be an Alfred E. Neuman character these days and just say, “What, me worry?” The fact is that many people anticipate important negotiations with the same sense of foreboding that they reserve for root canals. But be aware that...
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Compromise
You cannot pick up a newspaper or check out an on-line news item without seeing the word compromise front and center. Whether the debt ceiling negotiations or the NFL talks or the myriad of other negotiations in the news, the operative word seems to be compromise. And why not? It’s...
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Generating Solutions
When seeking a solution you can redefine the problem and search for win-win alternatives or examine the problem at hand and generate a list of possible solutions. Consider the following options: 1)  Expand “the pie.” When faced with scarce resources, your goal should be to find a way to expand...
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Labor Conflicts
A strike can have a devastating impact on your organization. The long term costs to both sides mount up quickly and are hard to recoup. Here are a couple of suggestions for getting your organization back to work. There are a number of factors that can trigger a walkout: 1)...
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You Listened? Really?
Active listening calms tensions. It helps generate information which leads to the crafting of creative solutions which helps break impasses. What is active listening? It is the a three step process: 1)  Paraphrase. You have to be able to restate what you heard your counterpart say. It does not mean...
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