Negotiation Tip of the WeekCopy Podcast URL:
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In many negotiation processes there are a number of psychological traps
lurking in the background. We can fall prey to these traps very easily.
This podcast touches on two traps, namely entrapment and anchoring, and
gives the listener a sense of what the traps are about, how to
recognize them, and how to stay out of them.
As negotiators we make assumptions all the time. These assumptions can
quickly derail a process unless they are clarified and tested with the
other negotiator as the process unfolds.
Every negotiator has a negotiation style. From Competing to Avoiding to
Compromising to Accommodating and finally to Collaborating, we
naturally default to one of these styles. Dr. Weiss helps us to learn
how to understand negotiating styles and how they can cause problems
during the conflict resolution process.
This week, Dr. Weiss discusses The Art of Questioning. Asking the right questions is essential in a successful negotiation.
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