What is Crisis Management in Negotiation? - Harvard Law School
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They aim to reconcile a counterpart’s problems with the need to maintain the peace for society at large.
Using active-listening techniques, maintaining an open-minded approach, and building rapport to influence one’s counterpart are some of the skills used to resolve conflict and this skills can also be used on other kinds of negotiation.
“In crisis situations, emotions can dictate a person’s actions at the detriment of rational thinking.”
To use communication skills to get a person to change from a negative behavior to a more desirable one.
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The most successful negotiators don't entertain dirty tricks in negotiation but instead strive to reach agreements that are satisfactory to both parties.
But if you find yourself on...
Used on negotiators who travel long distances: to start meetings while the negotiator's concentration is impeded due to jet lag or fatigue. Jet lag seriously impairs judgement.
Tip for the negotiator: Travel early and leave time for recuperation before meeting the other party. Where you suspect your hosts like to be hospitable, keep news of your early arrival quiet.
A dirty trick often used against people visiting other cultures.
The approach of "but we always do it this way over here" can be difficult to counter if you're not prepared for it.
Tip for the negotiator: If you suspect this approach in advance, have with you a local expert who knows the customs.
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It involves working to get the best deal possible for yourself while also working to ensure that your counterpart is satisfied.
The “win-win” negotiators seem to have the most success....
There are 3 key questions you should ask yourself:
It means finding the doorway that you want to enter the negotiation through. That could be the doorway of safety and liability or of value, the doorway of competition or of future business.
That signature is the habitual way that you go about a negotiation. Understanding your default signature helps you know what you're working with.
Some people try to go in and beat the other person up on price. Other people are really intimidated, reticent, and afraid to ask for anything.
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Failing in communication can have a big impact during a crisis. Sometimes things that are transparent to one party may be interpreted differently by another. Therefore, choosing certain words ...
During a crisis, using the word "talk" to begin a conversation, "Can we talk about how you are?" often gets a negative response. The reason is that we place little value on "talk." Talk is cheap or meaningless. However, substituting the word with "speak", seems to have better results.
"Talk" is loaded with context that makes it fruitless in these scenarios, while the word "speak" is free from those associations.
The principles for a positive and constructive discussion are framing your conversation in positivity.
By framing conversations to focus on the positive, one can move a problem forward.
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Whether it is a high-stakes deal, the price of a used car, or a family issue, we all are bargaining and getting into negotiations.
Negotiation is 90 % planning, along with being educated and ...
A negotiation does not have to be a uni-dimensional, one-shot activity.
There are seven points to prepare yourself with:
Knowing the other party's needs, wants and desires, getting to know what drives their negotiation, is crucial information in the planning stage.
The more we understand the interests of the other negotiating party, the better we can help them get what they want while taking care of our interests.
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