Season 2 – Ep 10: Interaction: Relationships

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Relationships are important to achieving more in society.With- out a relationship, there is no possibility for interdependence in the negotiation. If we remove the relationship and the interdependence, we are in a zero-sum, or win-lose, negotiation. This doesn’t mean there is no opportunity to negotiate, but it does mean that there is no opportunity to … Read more

Season 2 – Ep 9: Process: Using Power and Influence

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Power – those who don’t have it, want it. Those who do have it, want more. Power, when used to impact, change, or threaten, is almost universally negative. Power, when used correctly, can be very useful in guiding, educating, and increasing outcomes. This episode explores some different ideas for the use of power in negotiation.

Season 2 – Ep 7: Motive: It’s Not Altruism

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While there’s nothing inherently wrong with being selfless, there is also the reality in life that we’re trying to achieve some outcome. Additionally, those with whom we negotiate are also trying to achieve an outcome. The competitive view of negotiation puts these outcomes at odds, producing a winner and a loser in the negotiation. So, … Read more

Season 2 – Ep 5: Your Motive

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There is a link between your cognition and your behavior – that is, what you think impacts what you do. If you think that you can control or impact your outcomes in the organization with the work that you do, that will impact your behavior. If you enter every negotiation with the desire to win, … Read more

Season 2 – Ep 4: Preparation: Offers and Concessions

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This episode examines the offers and concessions that we prepare before the negotiation and how to strategically use those. This includes answering the question about making first offers, strategically using your reasons for negotiating to open up creative outcomes, and using those reasons appropriately to achieve the best outcome.

Season 2 – Ep 3: Preparation: Ambiguity

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In the continued series on Strategic Negotiation, this episode examines some of the causes of ambiguity in our negotiations. Much of the ambiguity stems from differences in the information that the participants have, as well as differences in the interpretation of that information. I walk through some of the common causes of these differences and … Read more