The Negotiators Blog
The Negotiators Blog is a collection of categorized posts with information, advice, and opinions written by our team of ADR and conflict management experts. Have a topic you’d like us to discuss? Contact us today!
Presentation Practices
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When we negotiate we always start at the end. We must know precisely what we want and always keep the end clearly in mind, constantly being aware of cost of getting there.
The price can be high, particularly in terms of personal satisfaction. There are always others who are not familiar with our ideas, just as there are others who simply don’t like or care about them. But there are negotiating tools for those who want to overcome these obstacles.
Focussed Listening
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Believe it or not, we actually listen to only 25% of what we hear. Of that, we accurately process just over half. Wow! Is it any wonder we have trouble communicating? Focussed Listening is an exercise to retain more of what we hear and knowingly tone down our stronger senses such as sight and smell in achieving a better balance of stimulation and information we take in.
Dealing With Difficult People
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We all have to deal with difficult people who are very good at derailing our best efforts, confounding what we say and challenging us at every opportunity.
Difficult People – Exploders
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We’ve all had to deal with “Exploders” at one time or another. An Exploder will, with no warning, light up the room in a fiery rage that’s likely to register 4.5 on the Richter scale. Let’s be honest, some of can deal with Exploders better than others of us. So if you want to get a handle on how to better contain Exploders…
Difficult People - Sherman Tanks
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Sherman Tanks” are those who make it very clear “It’s my way or the highway!” They are right and that’s all there is to it; and they have no hesitation about running over us to achieve that end. But, as with other difficult people, there are ways to work around and work with Sherman Tanks.
Difficult People - Snipers
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rom time to time we all must deal with difficult people who are very good at derailing our best efforts, confounding what we say and challenging us at every opportunity. One type of difficult person is the “Sniper”. Snipers are most dangerous when we are making a presentation to clients or proposing something new to a group of peers. They hide in the background and suddenly shoot a malicious zinger right when you are speaking.
Controlled Answering
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Everything in negotiations has to do with having control over our answering and our listening. There are many types of control; but right now, we will be controlling our anxieties, insecurities and weak points in our own argument. If you are prone to being flustered or taken off -subject, this might be particularly interesting for you.
Targeted Answering
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Targeted answering is a negotiating muscle for when there are multiple parties discussing something, each from their own perspectives. A department heads meeting would be a good example. This is a valuable negotiating and presentation tool because you must learn to identify, isolate and quickly determine diverse responses.
Simplified Answering
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Simplified Answering follows from simplified listening. The better we can extract a simple message or thought, the better we can respond in an equally simple manner. Bottom line…the simpler the communications, the less chance for misunderstanding. No matter how well we think we are prepared, our seemingly clear message will become altered, misinterpreted and ultimately changed. If you want to simplify your complex messages,
Strategic Presenting
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Any presentation, no matter how polished, will fail without a clear strategy. Too many are created for the quick sale, or to present a new idea. But there is no strategy…no end game. Of course, some presentations are for longer term goals and short-term goals. But both still need strategic parameters. Presenting in a strategic manner to advance our objectives means giving a “headline presentation”, as well as presenting simply and credibly.