Although all negotiations are “mixed motives” events that require some cooperation to reach an agreement and some competition to claim sufficient value for yourself, you must determine whether …

Listen to understand, speak to be understood – Have you thought about ways to communicate with the other party by using words (and at the right time) in a way that they will understand? Speak about …

Define negotiation and explain its importance in various professional and personal contexts. The overall objective of negotiation is to help reach a mutually beneficial solution for both parties. Imagine buying …

ls needed to reach a good agreement. It examines how negotiations work and covers key issues such as trust, power and information exchange, and how to manage the mix of competitiveness and …

Negotiation, the art of reaching an agreement, thrives on a foundation of mutual understanding and respect. While the specific agenda and objectives hold undeniable importance, the ground rules that …

Source: Essential Skills for Effective Negotiations; Rebecca Hicks, Esq. of Hicks Law Group PLLC; 120th NACM Credit Congress.

All negotiations involve two levels: a rational decision making (substantive) process and a psychological (emotional) process. The outcome of a negotiation is as likely to be a result of the psychological …