Archive for the negotiation tactics Category


Victimology 101: Helping the Victim in Conflict Resolution

Distinguishing Between Sympathy and Empathy “The mill cannot grind with the water that’s past”. (George Herbert, d. 1633) It is a fact that in many conflict resolution settings, such as mediations or settlement conferences, you will experience someone cloaked in the mantle of what I refer to as “victimology“. Regardless of the nature of his […]

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Clear Communication: Avoiding a Serbian Bog in Negotiation

William Shakespeare Had the Right of It “…And then is heard no more; it is a tale Told by an idiot, full of sound and fury, Signifying nothing”. [Macbeth V,v,17]. Be honest: does this or does this not describe an experience you’ve had with someone with whom you were trying to communicate? Perhaps it was […]

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Who Are You, Anyway? – Disingenuous People in Negotiations

All is Not as it May Seem This posting is about the false fronts, hidden agendas and/or secret motivations that others may possess and try to use — to your detriment — in negotiations or conflict settings. Contrary to what our parents told us about being honest, upfront and truthful, many persons’ parents skipped that […]

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Speed Kills – Don’t Permit Time Pressure in Negotiations

One of the cardinal rules of negotiation is avoid “time pressure” at all costs. Put another way: try never to allow someone else (or yourself, for that matter) to pit you against the clock artifically for any aspect of the negotiation. The reason is that the psychological pressure invoked by an inappropriate time frame may […]

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