General Negotiation
Patience in negotiations

Patience really is a virtue

“All you need is a little patience.” We’ve heard that for years, in church sermons, from our teachers, our parents, even from pop songs.

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General Negotiation
Moving Together to a More Creative Higher Value Agreement

We know from experience that compromise is usually the most direct route to settlement when differences or disagreements occur. But we also know that compromise is often not enough to bring us together...

General Negotiation
Caution-Your Concessions Will Get Larger Than Necessary As Deadline Nears

A curious thing happens again and again in practice negotiations we conduct at seminars. Attendees are able to control their concession behavior through most of the bargaining...

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General Negotiation
Don’t Be in a Hurry to Make the First Concession

Relationship-based concession techniques work well in workplace negotiations because they minimize the conflict inherent in competitive, self-centered negotiating, and serve to maintain relationships rather than sever them. These techniques set the stage for reaching a fair compromise based on an open exchange of viewpoints and concerns...

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General Negotiation
Try an Off-the-Record Closure

Some things are not settled in the light of publicity or under the scrutiny of others at the table.   Much of what is said at the table is said not to reach agreement, but to prove to others in the negotiators’ organization that their views are being expressed and fought for...

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General Negotiation
Icebreakers: The “Bookkeeping” Technique

Ronald Reagan was purported to be a wily negotiator.   As governor of California, he was once called upon to help break a deadlock between the City of Los Angeles and its bus drivers...

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General Negotiation
Intimidation by Financial Hostages and Other Hostage Types

Hostages are collateral in negotiation.   They can be traded for something else...

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General Negotiation
Intimidation By Experts

It’s hard to negotiate against an expert.   People are reluctant to assert themselves when dealing with those who are authorities in their field...

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