Negotiation Innovation

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 lay out some plans to address information ambiguity in a positive way.

The first episode in a series on Strategic Negotiation examines the preparation of interests for your interaction. Most people prepare for negotiation, but without a clear focus on the interests, the reasons why for negotiating and the outcomes. This episode is focused on developing a strategic approach to those interests and shifting your focus from what you want, to why you want it.

Everyone was taken by surprise when the pandemic forced us into a new way of doing business. Some adapted really well, some adapted really poorly. The difference between having a plan and having a strategy could make or break you in your interactions. Since we all negotiate, we all need a strategy. A plan can help you as long as things don't deviate from the plan. A strategy can save you when things don't go as planned. In this new season, I am going to spend the first 15 episodes on developing a strategy covering the topics of Preparation, Motivation, Process, Interaction, and Outcome. At the end of this series you will be able to develop a comprehensive strategy for maximizing  your negotiation interactions.

Everyone tells a story in their interactions. Knowing that and managing it are two different things. This episode (the last episode of 2020) addresses managing your story in a genuine way. We don't want to be fake, but we do want to manage our impressions, our professionalism, and our reputation. Have a plan and manage your story to impact your interactions and your outcomes.

In order to level up your negotiation skills you need to be strategic. This episode will give you some focus in strategic preparation, strategic communication, and strategic process.

Not every negotiator enters an interaction with the motive to achieve an outcome. Some negotiators are interacting to get information without agreement, some to stall an agreement, and some negotiators are actively trying to sabotage an agreement. This episode examines these insincere motives in light of some recent research on the topic and provides guidance on dealing with (and using) insincere tactics.

There is always something to be thankful for, if you look at the big picture.

Positional bargaining is a typical way to negotiate. However, there are better ways to achieve your outcomes. In this episode I walk through three ways to move you beyond positional bargaining and into more productive negotiations.

Some say to remove all emotion from your negotiations, but that emotion is important. This episode focuses on using that emotion in a way that will allow for more productive negotiations. If you understand the emotional content you can impact the creativity and innovation, you can improve your relationships, and you can better understand the process.

Special Election Day episode. Learn to disagree well.