Everyone is individual, yet we alter our behaviour according to different circumstances. Think about the way you interact with your friends. You don’t treat all your friends the same, do you? Isn’t there someone you know who’s a bit more sensitive than most – so you have to be extra careful not to hurt their feelings. Or what about that member of the family with such thick skin that you need to be blunt?

Gary Peacock, Negotiation, Stephen KozickiThe Gordian Team9 March 2018Negotiation, Negotiation Style, Types of Negotiation, Integrative Negotiation, B2BComment

How can you expand the size of the pie in negotiations?

To make a decision in a negotiation you need to understand what will satisfy you and what you need to do to satisfy the needs and interests of the other party. Do they value the process of expanding the pie or are they fixed on a single outcome?

Negotiation, Stephen KozickiStephen Kozicki28 July 2017Negotiation, Fixed-Pie, Substantive Issues, Distributive Negotiation, Integrative Negotiation, Problem Solving, CompetitionComment