Negotiation

Bad Actor: photo of man with arms crossed looking out at us

# 90 Bookended Negotiation for Dealing with Bad Actors

How do you effectively respond to someone who is harming others or someone who is having a negative influence on the performance of others? Someone who will not engage with you in a meaningful manner? In other words, bad actors. You just can’t get that person to the table… Perhaps powerful backup is called for. …

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creating value: image of a phoenix

#67 Creating Value in Negotiation

We negotiate because we want certain tangible interests satisfied. We may also need to talk through past events, or build a stronger working relationship. Additionally, there is another type of benefit to negotiation that can be a potential goldmine. It is the possibility of creating value that is not evident before negotiators meet. Creating value …

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#65 Lack Of Trust: A Threat To Collaborative Negotiation And How To Get Past It

This is the second in a series of blogs exploring factors that can threaten collaborative negotiation. The previous blog examined tricks and power grabs; this one looks at lack of trust. In Getting to Yes, Fisher and Ury suggest that one can proceed in negotiation independent of trust. Counter-intuitively, they are saying that when either …

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Reciprocity: Us It As A Guide In Responding To Manipulation

#64 Reciprocity: Use It As A Guide In Responding To Manipulation

This blog owes its central theme of using reciprocity in negotiation to Gordon Sloan’s take on a passage in Fisher and Ury’s Getting to Yes. Negotiation should be reciprocal communication, that is, each party should be able to participate in negotiation in an equivalent manner. Therefore, if only one party is able to use a …

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#63 Use A Tripwire If You Feel Vulnerable In Negotiation

The notion of a ‘tripwire’ is a highly practical concept supplemental to the BATNA that Fisher and Ury wrote about in Getting to Yes. If you are concerned about being influenced to accept – in the heat of the moment – an agreement you will later regret, use a ‘tripwire.’ The tripwire is a line …

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Intangible Interests: image of a fairy

#62 Quantifying Intangible Interests In Negotiation

Intangible interests are subjective interests that are difficult to quantify, for example privacy, reputation, and honour. It is difficult to weigh one option against another when you know they are relevant but have trouble determining the extent of their value. Below are three examples. In every case, one can estimate a value for the intangible …

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