Ep 31: Virtual Negotiation Revisited

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This episode looks back at some things we have learned in the five months of working from home. I focus on on some the positives and negatives of virtual human interaction with some suggestions for successfully managing your virtual negotiations. The original episode that addresses virtual negotiation was published on March 12, 2020.

Ep 30: Holistic Negotiation

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There is a win-lose dichotomy in society and business. Either you are a winner, or you are a loser. Much of the time your previous training in negotiation, whether that is formal training or experiential training, focuses on the position that you are trying to achieve. The position is the actualization of the real reason … Read more

Ep 29: Concede to Gain

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One of the most overlooked aspects of our negotiations, but also one of the most powerful aspects, are concessions. Understanding and using concessions to move the negotiation toward better outcomes is an advanced skill. In this episode I talk about some strategies to use concessions to add value to your outcome.

Ep 5: The Power of Relationships

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In every interaction we have a choice about perspective-taking and empathy with the others involved. There are clear benefits to trying to understand what’s important to others involved in the interaction. One of the most powerful ways to facilitate empathy and perspective-taking in your negotiations is by building and valuing relationships. This episode examines the … Read more