Negotiator's Learning Center
Probe
- Probe Challenges
- Red Herring
- Limited Authority
- Hollywooding
- Deadlines
- Best Negotiating Practices Applied Across Cultures
- Anchoring
- Probe Starters
- Psychological Drivers that Make Demonstrating Fairness So Powerful
- Recognizing and Defending Against the Crunch
- Direct Communication vs. Indirect Communication
- Good Cop/Bad Cop
- Interests versus Positions
- Beware of your Assumptions
- Probing in Exchange Stage
- Problem Solving with Creativity
- Probing in Bargain Stage
- Bargain: Stage 3
- BNP 3: Listen Loudly
- Set the Stage
- Offers and Proposals