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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#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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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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