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Negotiation Blog: Collaboration

Check Your Negotiator Blind Spots

Submitted by Thomas Wood on Sun, 2011-11-06 11:26

Rear view mirror with truck in view like negotiator looking out for dangerDid you ever have a negotiation where you felt well prepared going in, but during the discussions you became frustrated? For most of us, frustration brings out our worst instincts and behaviors, ultimately leading to a poor outcome. Here’s a quick quiz to help you see if you were held back by any of the common negotiator blind spots.Read more

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Can you negotiate with someone who doesn’t seem to know how?

Submitted by Thomas Wood on Fri, 2011-07-22 17:19

Business people silohuettes sitting and talking over a negotiation.What if someone you are dealing with seems unable or unwilling to negotiate? You sense that, for personal or cultural reasons, or because of inexperience, they don’t warm to, or recognize, your attempts to open negotiations. Do you give up?Read more

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Can you shift your negotiating counterpart from hardball to collaborator?

Submitted by Marianne Eby on Sat, 2011-07-02 12:59

Angry buiness people at table pointing fingers at you during a negotiationGetting your negotiating counterpart to turn collaborative is no easy task. One strategy is to diplomatically confront the behavioral problem by offering your hardball counterpart a chance to save face and proceed on a more collaborative path.Read more

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