Articles from Best Partner (trending on the web)

Dear Negotiation Coach: Getting Your Team in the Same Frames

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Q: I lead a team of approximately 50 lawyers in the in-house legal department of a Fortune 500 company. As our team gets larger, reflecting the company’s growth, I’d like to install quality-control measures to ensure that all our attorneys are effectively negotiating settlements when appropriate and taking cases to trial when not. What are

Examples of Negotiation Situations: Chaos at the Bargaining Table

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Here are some examples of negotiation situations in which chaos at the bargaining table works to the negotiator’s advantage. Whether conducting business negotiations involving commercial transactions or personal negotiations with a friend, the following negotiating skills and negotiation techniques can be used to the negotiator’s advantage at the negotiation table.
Take Thomas Green’s story:
“I’ve learned

Negotiation Examples in Real Life: Business Negotiators – How to Mitigate Stress at the Bargaining Table

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Negotiation Examples in Real Life: Haggling, Stress, and the Bargaining Process
Conventional wisdom, not to mention the popularity of no-haggle car buying, suggests that many people anticipate important negotiations with the same dread they reserve for root canals.
Unfortunately, stressed-out negotiators tend to be less effective than their calmer counterparts, according to research by Kathleen O’Connor of

Negotiation Skills in Business Communication: Heading Off Deception

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In all types of negotiations and across all phases of the process, people can sometimes misrepresent or fail to tell the truth. Individual negotiators lie with the hope of improving their own outcomes. When negotiating his salary with the Cranbury, N.J.–based pharmaceutical marketing firm Carter-Wallace in 1997, Robert Bonczek misrepresented his prior title and salary

In Greece Crisis Negotiation, Tough Conditions May Have Affected the Deal

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During a crisis negotiation, all that may seem to matter is reaching a deal as quickly as possible. The desire to head off a disaster may lead crisis negotiators to forego the usual comforts of life, such as sleep, in their single-minded pursuit of their goal.
Those appear to have been the conditions under which the

Types of Power in Negotiation: Chaos Theory and Bargaining Scenarios

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Among the many types of power in negotiation a negotiator can exhibit is an ability to exert control over the negotiation process. But what about those bargaining scenarios in which the negotiator unable to gain control of proceedings? How should she formulate her negotiation strategy?
IBM researchers Cynthia F. Kurtz and David J. Snowden have

Alternative Dispute Resolution: Corporate Stakeholder Engagement and Mineral Extraction in Colombia

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I want to make four simple points regarding corporate stakeholder engagement and mineral extraction in Colombia. I presented these ideas several weeks ago at a Harvard Law School seminar sponsored by the Colombian government. We had senior officials present along with a great many Colombian graduate students studying at Boston-area schools. I think these prescriptions

Make the Most of Negotiation Skills Training

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Across the globe, negotiation skills training has become a common activity in managerial life. Organizations often take steps to improve their managers’ negotiation skills and their ability to manage other negotiators by enrolling them in negotiation skills training programs.
Yet often when these managers return to the office, they fail to thoroughly apply the lessons they’ve

How Does Mediation Work: The Mediation Process

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Negotiations have reached an impasse, but both sides agree on one thing: you need help resolving the dispute. You engage a neutral mediator to do just that. Rather than acting as a judge who decides who “wins” or “loses,” a third-party mediator assists parties in reaching an agreement.
Negotiators often feel unprepared for mediation. The very

Integrative Negotiation Examples: Making Wise Bets on the Future in Bargaining Scenarios

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A town government and a private fuel-oil company have a standing contract that they have renewed for several years in a row. The contract is again up for renewal, and the town manager is under pressure from his constituents to reduce the city’s heating costs and avoid tax increases.
The city’s fuel-oil consumption has remained

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