Blog: The Negotiation Edge

What Are We Seeing? - PART III

Differences in the personality types of hostage-takers (HTs) you may encounter should also be considered when planning the appropriate intervention technique.  Different people have different sensitivities, needs, and goals.  Your ability to influence the HT’s behavior and ultimately the incident’s outcome is significantly dependent upon the ability to address the personality type.

How You Can Handle The #1 Most Common Lie in Negotiations

"Maybe"

I remember hearing a few years ago a businessman saying he started moving his business forward much more successfully when he started treating every “maybe” as if it were a “no”.

The #1 Negotiating Rule For Getting The Most Out Of The Holidays

 

 

This rule will make this an even better holiday season for you and everyone your words touch.  

Why Your Logic Isn't Important In Negotiation

We all like to think that we have a certain amount of logic, some more than others, especially when it comes to making decisions that have a serious impact on our future – like in negotiation for example.

3 Ways To Make “No” Work For You

Is “Yes” really always “yes”?

“No” is protection. “Yes” is commitment. “No” instantly makes people feel safe while “Yes” makes them worry about what they’ve committed themselves to. Nearly every “Yes” at best is a conditional “yes” and often is a counterfeit “yes”.

What Are We Seeing? - Part 2

Which elements need to be assessed as the event unfolds? It starts with determining which type of event we are asked to manage. The degree to which the person on the other side has prepared for the event speaks volumes about his intent and determination and gives a pretty good indication of the challenges we will face as we move toward resolution.

The #1 Sign Their Position is Weak And How to Handle It

One of my students at USC Marshall recently made this observation during a negotiation: “When he said that, I smelled blood in the water. I knew I had him.”  

What did the counterpart say that was such a telegraph of a feeling of weakness?  An inadvertent “announcement”? A “tell” if you will, that he felt he had no leverage?

Why Assumptions Should Be A Hypothesis

One of the biggest problems we see in negotiation begins during the process of preparation.  Of course we all know preparation is important but “how you prepare” and “what for” are equally, if not even more important.

The 1st Deadly Sin of Negotiation and How to Defeat It

The #1 Sin -  The Lust for “Yes”

Lust.  One of the 7 deadly sins of life and the first Deadly Sin of Negotiation.  It’s a powerful poison for a reason.  Lust is the dangerous alchemy of love and fear combined.  You love, yearn, crave something and at the same time you fear losing it so much you close your ears, eyes, and mind to everything that threatens it.

What Are We Seeing?

Negotiators are the people on whom the on-scene commander relies to provide an analysis of the behavioral and contextual factors at play during an incident in order to help the development of a strategy for resolution.  Get it right and we will get little recognition.  Get it wrong and the blame will be at our feet.