The Top Preparation Habit of Highly Successful Negotiators

I was rehearsing an anticipated negotiation in my head.  This interaction would be with someone I’ve let get under my skin. This bothers me in a double way because I’m not supposed to let this happen to me, right? I teach this stuff.

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He Issued A Demand or Deadline, Now What?

“We want four million dollars, forty 1,000-year-old ginseng roots, a 50-troop military helicopter, to take us to Thailand…and four bullet-proof vests.” These demands (and they are actual demands made during an incident) could stymie most hostage-barricade managers. To the lesser-trained they seem non-negotiable. Demands and deadlines tend to crank up the stress level for decision-makers....

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Negotiation Structure Dictates Negotiated Outcomes

There is a general principle that structure dictates outcomes. This is seemingly a very simple idea.  While clichés like this one can be very helpful, they are also very uninformative.  The right structure dictates the outcomes you want.  But what is the right structure?

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At The Table

In every negotiation there is information that can only be obtained at the negotiation table, these bits of information will often change everything (Black Swans). This is why The Black Swan Group has changed the format for preparing and engaging in a negotiation. No matter how much information and research you and/or your team has done prior to the interaction there are things needed to find the...

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