Research, Training, Analytics, Tips & Tools
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Research We Reviewed in 2017 (Second Set)
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Thank you for reading and striving to be a better influencer, communicator, persuader, and negotiator. As promised to our readers, alumnae, and students, we are continuing our review of NSR research from years past. You can see the first set in the
issue here and the
second here. For realtime review subscribe to
@negotiationSR where we post research as we find it. We started short animations on our
youtube channel and more content is on the way. In this newsletter we've aggregated our 2017 research set. The three basic subsystems of any negotiation involve strategy, tactics, and operations. If you know the research and how to classify them, your ability to influence any outcome is greatly improved. For those new to the reviews, I group the research I reported on into one of the three subsystems (Strategic, Tactical, and Operational) and provide a link to my source below. Your feedback is welcome and thank you for subscribing and sharing with your friends.
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Medium Matters: Real Estate: Rent Negotiations Should be Conducted Fact to Face
OPERATIONAL TAKEAWAY: We like to do business with people we know, like, and trust. When it comes to money, like haggling over rent, face-to-face is most effective.
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Keep them Talking: FBI Vet Shares Hostage Negotiation Tactics
TACTICAL TAKEAWAY: "Everything in life is a negotiation. Keep them talking."
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Perspectives on E-Commerce and SMS Negotiations
OPERATIONS TAKEAWAY: Not the best article, but 20 year old Captology still is important.
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FBI Negotiation Tactics
TACTIC TAKEAWAY: FBI Retiree Outlines Emotional Intelligence in Negotiations
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Gig Economy Freelance Price Negotiation Tips
TACTICAL TAKEAWAY: Lead with value.
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Plan to Avoid the Low Ball
STRATEGIC TAKEAWAY: Challenges to the "who speaks first" loses catch phrase.
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Relationship Between Envy in Deceptive Negotiation Practices
STRATEGIC TAKEAWAY: Knowledge of deception is important for negotiators.
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Negotiating Through the Glass Ceiling
A persistent question in my seminars, "how do I negotiate through the glass ceiling?" Cornell has an approach and is selling a certificate program to this end.
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FBI Hostage Tactics that work on all of us
TACTICAL TAKEAWAY: Don't lie, ask what and how, include gatekeepers.
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E-Tailer and SMS (text) Negotiations
STRATEGIC TAKEAWAY:
Price matching, volume discounts, and SMS in plan seem to raise conversion rates and customer loyalty for retailers in the increasingly competitive e-commerce market.
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East v. West Psychology Impacts Negotiation Approaches
STRATEGIC TAKEAWAY:
Knowledge of the psychology of the parties is essential and written about in my books.
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Work Gratitude into your Negotiations
TACTICAL TAKEAWAY:
Words of gratitude keep negotiations professional and effective.
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Here Come the Robots
STRATEGIC TAKEAWAY:
AI can help negotiate better than humans (there goes my job!) according to poker simulation.
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Realtors at RIS Media Target Veterans for Fast Close
TACTICAL TAKEAWAY:
Logic of the realtor-centric article is there, they do give seller/buyer sides, but bad deals always look better when they come at you fast. Not a fan.
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Blaise Pascale Predictions Proven by Psychology
TACTICAL TAKEAWAY: As in my book, 161 Negotiation Tactics, acknowledge the other parties' perspective; point out the difference; explain the reason.
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Fear is Persuasive in Politics
TACTICAL TAKEAWAY: Examples on how fear moves politics - Cialdini's scarcity / crisis work.
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Saudi / USA Negotiation Styles
STRATEGIC TAKEAWAY: Data points for international negotiators.
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Speaking - New Website Launch
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In response to demand and requests, we've booked six events this year and expect 14 before the end of the year. I launched
martinmedeiros.com to better respond to requests to keynote and provide seminars, workshops, and coaching. After launching my third book,
161 Negotiation Tactics: Identification, Solution and Examples clients, training alumnae, former students, and readers requested a presentation on the book - I've gone from boardroom to warehouse and I am having a great time. To schedule a presentation for your group, feel free to contact me, Martin Medeiros, at 503-343-3303 or
info@negotiationstrategist.com. Feedback on my website is appreciated.
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Beta User Update for Tools
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For those who signed up to be Beta users to my online tools, thank you! We pushed out the launch date, so I will be contacting you. Feel free to email us if you want to be included in the SaaS tool for a month and provide feedback. Your input is greatly appreciated.
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Martin Medeiros was interviewed on the BBC regarding the trade war as a negotiated issue with China. Link to the interview is below.
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- Training, Keynote, Research, Seminars, Workshops, and Talks
- High conflict communication guidance
- Negotiation support and coaching
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 and a "science" by others or the sum of the two. Skills and outcomes seemed random. Tools and methods were developing. Thousands of deals and disputes later I learned it is more than a label but a system, with three primary subsystems: strategic, tactical, and operational. I used my background in analysis to look for systemic patterns using various tools, including game theory. If you master the subsystems, outcomes are greatly improved. Since 1999 we've improved the model with statistical tools and are confident anyone can approach any transaction or dispute if not with certainty in the outcome, with a lot less anxiety about the interaction. I write and teach about my research. 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?
CONTACT US
Tel: 503-343-3303
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I am sending this to alumnae of my classes who signed up, professionals I do business with who wanted more information, freemium users, and others who wanted to be included. If you received this in error, please accept my apologies and simply unsubscribe below. Unsubscribing will delete your freemium account. For personalized assessment on your negotiation readiness, call 503-343-3303 or email us at info@negotiationstrategist.com.
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