communication

The process by which parties discuss and deal with the elements of a negotiation. (Michael L. Moffitt and Robert C. Bordone, eds., Handbook of Dispute Resolution [Program on Negotiation/Jossey-Bass, 2005], 284)

The following items are tagged communication.

Conflict Resolution and Negotiation Across Cultures

Posted by & filed under Conflict Resolution.

After recently losing an important deal in India, a business negotiator learned that her counterpart felt as if she had been rushing through the talks. The business negotiator thought she was being efficient with their time. How can she improve her cross-cultural negotiation skills?

Research shows that dealmaking across cultures tends to lead to worse outcomes as compared with negotiations conducted within the same culture. This is primarily because cultures are characterized by different behaviors, communication styles, and norms. As a result, when negotiating across cultures, we bring different perspectives to the bargaining table, which in turn may result in potential misunderstandings and a lower likelihood of exploring and discovering integrative, or value-creating, solutions.

September 2013

Posted by & filed under Negotiation Monthly Archives.

To Harness Your Power, Consider a Coalition: The story of how the US Senate passed comprehensive immigration reform offers guidance for negotiators seeking to build support for a cause.

“So How Much Do You Make?”" Why a new openness about wages may be affecting job negotiations.
A Deal Blows Up: The Duke-Progress Energy Merger

Find the Right Leadership Voice

Posted by & filed under Negotiation Skills.

When the poet Walt Whitman wrote, “Surely, whoever speaks to me in the right voice, him or her shall I follow,” he conveyed the notion that persuasive communication is fundamental to effective leadership. Whitman’s words also underscore the importance of shaping leadership communications to meet individual concerns, interests, and styles.

When deciding how to communicate, recognize that the medium you choose reveals something about you and your relationship with the person you are trying to lead.

Negotiate Relationships

Posted by & filed under Negotiation Training.

Relationships are as important to leadership as they are to negotiation.

A relationship is a perceived connection that can be psychological, economic, political, or personal; whatever its basis, wise leaders, like skilled negotiators, work to foster a strong connection because effective leadership depends on it. How you negotiate your relationships with your counterpart not only determines your success at the bargaining table but also your effectiveness as a leader.

Negotiation Training: What’s Special About Technology Negotiations?

Posted by & filed under Negotiation Training.

Executives are increasingly faced with the task of negotiating in a realm that many know little about: technology.

Whether you’re bargaining over the purchase of a companywide network, coping with the possible infringement of patented technology, or seeking better customer service from a software supplier, technology negotiations have become a fact of managerial life.

How do such negotiations differ from those that are less technologically complex?

Dispute Resolution in China: Apple Apologizes for Warranty Policies

Posted by & filed under Dispute Resolution.

In China this April, Apple CEO Timothy D. Cook made the unusual move of apologizing to Chinese customers for his company’s warranty policy and promised to make amends, the New York Times reports.

On March 15, International Consumers’ Day in China, the nation’s largest state-run television network criticized Apple for giving iPhone customers in China a one-year warranty, less than the two years required under Chinese law, and for charging consumers about $90 to replace faulty back covers on iPhones.

Dealmaking: Three Deal-Drafting Pitfalls

Posted by & filed under Dealmaking.

The transfer of an agreement from negotiators to lawyers or other professional deal drafters can introduce three main types of mistakes. Read on to discover how you can avoid making these same mistakes at the bargaining table during your next dealmaking negotiation session.

August 2013

Posted by & filed under Negotiation Monthly Archives.

In Negotiation, It’s All in the Timing: Yes, you should consider making the first offer – but when?
Got a Raw Deal? Renegotiate a Better One: If you are stuck coping with a faulty contract, try renegotiation
Yahoo’s Tumblr Acquisition: A Risky Play for Relevance

How to DEAL with Threats

Posted by & filed under Conflict Management.

Our DEAL approach allows you to respond to threats without conveying weakness or escalating the conflict, redirecting talks toward a focus on each other’s interests.