Negotiation Strategist Research
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"One of the most important attributes of a successful leader is the ability to negotiate effectively." -
Laura J. Kray University of California, Berkeley and Michael P. Haselhuhn University of Pennsylvania
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Multiparty Negotiation Leadership
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The days of two stakeholders seem to be getting fewer. Working multiparty negotiations can be frustrating, complex, expensive and time-consuming. There are certain behaviors to expect. To avoid cost and time delays ensure each plenary session has the following ten structures and dynamics:
- Set mission, vision or goal to focus the parties;
- Ensure parties feel enfranchised in the project - e.g., the end result requires their work and effort;
- Vote in or hire an experienced multiparty chairperson;
- Draft agenda with negotiation points opened and closed - publish agenda to parties at least one week prior to plenary sessions;
- Stick to agenda - gavel off-point talkers;
- Bind parties at table, to the extent possible;
- Quash back door moves by sunlight calling it out (tactfully to inform remind, and refocus on process or problem, not to shame or blame);
- Praise good behavior in public - admonish in private;
- Ignore inevitable grandstanding (narcissist crave attention - negative or positive - ignore if off point); and
- When coalitions form, and they will, allow one voice only - a spokesperson.
If everyone gets a chance to speak about their personal anecdotes, ensure you have a very large budget, infinite patience and plenty of time. If you need help to organize a multiparty negotiation plan or appoint/engage a chair, contact us. 503-343-3303 or
info@negotiationstrategist.com
.
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Modesty is Persuasive.
If you think praise is better than meh, think again. Current research demonstrates that a moderately positive review is sometimes more persuasive that a glowing one.
TAKE AWAY: All positive reviews may not necessarily increase sales of goods and services. It's complicated.
Propaganda Persuasion in the Great War
Independent thinkers are relatively few throughout history and the perception of persuasion is not always present. How did the superpowers get millions to sign up to fight overseas in conditions know to be hellish? The 100 year anniversary of the World War I sees the publication of this work that resonates in the current era.
See a copy of this new book
here
.
TAKE AWAY: Knowing when you are influenced is a time old human struggle and can be learned.
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Influence and Neuroscience Study
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Did a negotiation ever go sideways fast? There are more variables in the transaction beyond the mere haggle. Data suggests influence takes hold when: 1. decisions to communicate are determined by the subjective value a communicator expects to gain from sharing; 2. the effects of social influence and persuasion on receivers arise from changes in the receiver's subjective valuation of objects, ideas, and behaviors; 3. self-related and social considerations are two key inputs to the value calculation in both communicators and receivers; 4. there is a biological link between communicators and receivers as a mechanism through which perceptions of value can be transmitted.
See citation to study
here.
TAKE AWAY: Behavioral and biological factors impact valuation assessments.
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Thank you! I work with some of the greatest people to get the word out on how to communicate our needs to the world. I want to thank JobSeekers at Lake Grove Presbyterian Church for bringing me back in December; Cindy Totorici for The half day Woman's Executive Group workshop last week; for booking us and others for having us do analysis. The 2019 calendar is filling up soon so call us for more information or check our availability:
503-343-3303 or
info@negotiationstrategist.com
.
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Negotiation Mastermind Event Details:
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Ten of the best professional negotiators and significant others will joint the NSR team for a weekend retreat with other thought leaders for a weekend of intensive study, role playing, games and fun! You will bring back a competitive advantage to your organization, our tools, analysis and methods. Ensure your team gets a seat at the table, leaves nothing on the table, increases relationship durability, and avoids future losses.
Space is limited so reserve your place today and email us at
info@negotiationstrategist.com with "MASTERMIND 2019" in the subject line. More information will be provided monthly.
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See our previous issues at the following links.
For realtime review subscribe to
@negotiationSR where we post research as we find and review it. We started short animations on our
youtube channel and more content is on the way. If you know the research and how to classify them, your ability to influence any outcome is greatly improved.
Your feedback is welcome, and thank you for subscribing and sharing with your friends.
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Negotiation Mastermind Event Details:
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Ten of the best professional negotiators and significant others will joint the NSR team for a weekend retreat with other thought leaders for a weekend of intensive study, role playing, games and fun! You will bring back a competitive advantage to your organization, our tools, analysis and methods. Ensure your team gets a seat at the table, leaves nothing on the table, increases relationship durability, and avoids future losses.
Space is limited so reserve your place today and email us at
info@negotiationstrategist.com with "MASTERMIND 2019" in the subject line. More information will be provided monthly.
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Looking for A Gift for Your Sales or Procurment Team?
Join hundreds of readers and seminar attendees who learned these powerful ideas.
* * * * *
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TOPICS
- Persuasion, Influence, Negotiation and Communications
- Deal the Dispute Statistical Analysis
- Leadership
- Innovation
503-343-3303
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NSR Story
When I started practicing law over 20 years ago, I found negotiation was viewed as an "art" by some, a "science" by others, or the sum of the two. Thousands of deals and disputes later, I learned it is a
system
with three primary subsystems: strategic, tactical, and operational. If you master the subsystems, outcomes are greatly improved. Schedule a personalized talk or seminar for your team by contacting me at: 503-343-3303.
- Martin Medeiros, Esq., CIPP/US
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QUESTIONS?
Feel free to call us about what to do in a given situation or about our organization.
FEEDBACK
CONTACT US
Tel: 503-343-3303
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I am sending this to keynote attendees who opted in, alumnae of my classes who signed up, professionals I do business with who wanted more information, freemium users of our tools website, and others who wanted to be included. If you received this in error, please accept my greatest of apologies and simply unsubscribe below. Unsubscribing will delete your freemium account and any benefits therein. For personalized assessment on your negotiation readiness, call 503-343-3303 or email us at info@negotiationstrategist.com. Nothing in this newsletter is intended to be or should be relied on as legal, psychological, medical or financial advice. Seek a professional in your jurisdiction for help in those matters.
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