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Analytics, Tips, Tools & Research
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New: Tools and Methods Study
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Many course alumnae and readers requested a concise list of my research. This is the vehicle I will use to communicate that (in addition to my books). This year, I've started a new project surveying organizations from Fortune 100 companies to non-profits and governments on tools, methods, and systems used to assist and anticipate outcomes, transactions, and disputes; the initial results are surprising. I've been presenting these findings to groups of 14 or more. If you would like to schedule a talk, feel free to contact me, Martin Medeiros, at
info@negotiationstrategist.com.
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Research We Reviewed in 2016 - Set 1
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For those who missed the posts, I've aggregated my first 2016 set below. As my readers know, I deal with statistically applied persuasion, influence, and communication in my research and work. 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 the review, I group the research I reported on into the three subsystems and provide a link to my source below.
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5 studies show that negotiators benefit economically from eliciting sympathy in their counterparts
TACTICAL: Sympathy and Influence; works if specific.
•Eliciting sympathy improves individual value claiming and dyadic value creating.
•Sympathy appeals improve a negotiator's performance more than rational appeals.
•High power negotiators who use sympathy appeals suffer a relational cost.
Negotiation anxiety reduced by those who eat fermented foods
OPERATIONAL: Many types of anxiety are reduced with proper training and nutrition. In this report I focus on a great source of anxiety for many deal makers, settlement people, and litigators: negotiation anxiety and fermented foods; bring on the sauerkraut.
Matthew R. Hilimire, Jordan E. DeVylder, Catherine A. Forestell. Fermented foods, neuroticism, and social anxiety: An interaction model. Psychiatry Research, 2015; 228 (2): 203 DOI: 10.1016/j.psychres.2015.04.023
Avoid Bad Judgment of Others Brought on by Negotiation Anxiety
STRATEGIC: Follow your negotiation plan. In this series of 8 experiments, researchers find that anxious people who seek the advice of others may go astray. Francesca Gino, Department of Negotiations, Organizations & Markets, Harvard Business School, Harvard University brings us some insights.
“Anxiety, Advice, and the Ability to Discern: Feeling Anxious Motivates Individuals to Seek and Use Advice,” by Francesca Gino, Alison Wood Brooks, and Maurice E. Schweitzer. Journal of Personality and Social Psychology, 2012.
Using your power is not always a good strategy according to one researcher
TACTICAL: When do position and power help or hurt? Art Markman,
PhD is a professor of Psychology and Marketing at the University of Texas at Austin and Founding Director of the Program in the Human Dimensions of Organizations. Could not find the original research but article is
here.
Dress for Success to Win
OPERATIONAL: Sartorial symbols matter.
Recent research shows performance increases when one dresses for success. Bring on the French cuffs.
Common Interest Not Required: Win-Win Logical Fallacy
Set 2 will continue in the next newsletter.
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Tactical Tip: The Ad hominem - Handling Personal Attacks to Authority, Skill, or Qualifications
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We've been publishing a selection from the 150+ tactics I discuss in my upcoming book,
Tactics in the Technocracy. In this tip we look at personal attacks used in a negotiation and what to do about it on our gametheorylaw.com blog.
Read about it here.
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- Research findings, training, workshops, and talks
- High conflict communication, and
negotiation support and coaching
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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 very poor. 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 when I formed the company, separate from the law practice, we have improved the model 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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* Procurement Process Design
* Merger and Acquisition Negotiation Analysis from Private Equity Buyout
* ERP Contract Termination and Deinstallation
* Employee Dispute Assisting Law Firm in Statistical Analysis
* Trademark & Unfair Trade Practice
* Various bet the company or bet the taxpayer analysis
* Keynote, training, workshops and seminars for sales, procurement, development, legal, trade groups worldwide. Review some of our case studies to gain insights.
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I am sending this to alumnae of my classes, professionals I do business with who wanted more information and others who wanted to be included. If you received this in error, please accept my apologies and simply unsubscribe below. For personalized assessment on your negotiation readiness, call 503-343-3303 or email us at info@negotiationstrategist.com.
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