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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YOUR FEEDBACK:
I give readers, audiences, followers and learners the "how to" in getting needs met by effective communication, influence and negotiation. I like to hear what works for you. Here are two that work based on feedback I received at my recent keynotes:
- Coffee - handing someone a warm beverage has been disproven, based on a research, but followers say it still works. It may not be the warmth attributed in the discredited Yale study, but reciprocity may be operating. Whatever the mechanism, have coffee to persuade, influence and communicate.
- Process - tactics on "closing" or getting the sale is eclipsed by having a process is essential. Do not reinvent the wheel, for example my sales followers emphasize the process: 1. develop relationship; 2. find out the problem or losses incurred; 3. find out if your solution can avoid the loss.
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PUBLIC APPEARANCE CALENDAR
MARCH 28-29; University of Washington Law School: 25th Annual Dispute Resolution; Automating Negotiations; Seattle Washington.
Details here.
JUNE 21; Project Management Institute Full Day Workshop - Strategies, Tactics and Operational Negotiation.
Details here.
RECENT MEDIA APPEARANCES
BBC
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YOUR FEEDBACK:
I give readers, audiences, followers and learners the "how to" in getting needs met by effective communication, influence and negotiation. I like to hear what works for you. Here are two that work based on feedback I received at my recent keynotes:
- Coffee - handing someone a warm beverage has been disproven, based on a research, but followers say it still works. It may not be the warmth attributed in the discredited Yale study, but reciprocity may be operating. Whatever the mechanism, have coffee to persuade, influence and communicate.
- Process - tactics on "closing" or getting the sale is eclipsed by having a process is essential. Do not reinvent the wheel, for example my sales followers emphasize the process: 1. develop relationship; 2. find out the problem or losses incurred; 3. find out if your solution can avoid the loss.
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PODCASTS
Guest
Voice of Bold Business: Risk and Negotiation
I am launching my new podcast: The Persuasion Lab; let me know what you think.
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RECONFIRMED: Handshaking is Good for Negotiations
A new study basically confirms the old chestnut: open with a handshake. Paper
here.
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ETHICS: Negotiators Lie in the Heat of the Moment: Unethical Negotiators:
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Lies in negotiation are problematic as that can lead to misrepresentation, which can lead to fraud, which can lead to jail time. Max Bazerman emphasizes self interest can distract negotiators and attention is needed before, during and adter the negotiation.
Article here.
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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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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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