There are few things more important in negotiation than understanding the other parties. Do you really know why they are taking certain positions? What do they know, think, and believe? How are their particular underlying interests influencing their negotiating … [Read more...]
Confidence Building Steps to Negotiate Peace
Small steps that build confidence are something skilled negotiators do in working toward meeting their ultimate goals. A series of partial agreements are fundamental to a process that generates positive momentum and creates a more constructive climate. They can also be extremely … [Read more...]
Small Steps for Confidence- Building
Skilled negotiators know that you can’t always get all of what you want at once. In many cases, finding your way to ultimate goals requires a series of smaller agreements that help to build trust, create good feelings, and get positive momentum started. These are sometimes … [Read more...]
Negotiator: Prepare Thyself
While there are a thousand things you can do to improve your negotiation outcomes, one single undertaking stands out above the rest. As anyone who teaches, coaches, or practices negotiation will tell you, preparation is the key to better results. In approaching any important … [Read more...]
Commitment as an element of negotiation
Good negotiators concentrate intently on what they are being locked into, when the tie takes hold of them, and how tightly it binds. This is what negotiation theorists refer to as the element of commitment. How tightly do you wish to be bound? The answer to such an abstract … [Read more...]