Business and life depend on trust. In today’s online, connected world building trust is a more difficult proposition. It takes deliberate, consistent actions to build trust, but just a small problem to cause suspicion. This episode will help you develop a strategic approach to building trust and managing suspicion.
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
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.
We negotiate to achieve gains greater than we could alone. Each of us has resourcesfrom which we pull to achieve the outcomes in life that are important to us. However, if we want to maximize our gains, we need to also draw from the resources controlled by others. This exchange of resources is facilitated by … Read more
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
Collaboration is a motive in your actions, not a behavior. Most people would express a desire to be collaborative, but when faced with the reality of a negoti- ation situation research shows that they drop into a competitive mindset within five minutes of the start of the negotiation—regardless of the mindset they have entering the … Read more
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
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.
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