Category Archives: Negotiation

Beating the “Upward Communication Data Loss” Problem.

– Ensuring The Decision-maker get ALL the information – One of the greatest problems we can have is business is to ensure that we reduce the possibility of “Upward communication data loss”! All too often, it appears that the senior … Continue reading

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6 Common Interviewing Problems.

In general, the purpose of an interview is perceived as being to obtain information from one person by another person who asks a series of questions in a logical sequence to reach a specific objective. This definition might equally be … Continue reading

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Deficient Customer Care and what you can do about it.

Background: It is interesting how negative personal experiences with an organization can make you reconsider different areas of our day-to day work experiences and reactions. The following case has made me focus on what we can do when deficient customer … Continue reading

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Present before Negotiating? What a Novel Idea!

In this article, I am working on the premise that prior to the negotiation stage of any deal, there is an initial selling stage: in other words, first there has been some sort of “sales” process – whether it is … Continue reading

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The Three Key Structures of Effective Communication.

“A genius is capable of making the complex simple. An idiot is capable of making the simple complex!” Having been involved in communication skills training for many years, I am constantly amazed at the general lack of knowledge about how … Continue reading

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Dealing with a Polarity Responder.

Mike is the new leader of an international virtual team and in his first meeting with team members, he discovered that he had a team member who appeared to resist every suggestion made by other members of the team: this … Continue reading

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What Do I do with my Hands while I’m Presenting?

For many thousands of years, human beings have looked at the hands of people approaching them to see if they are holding any kind of weapon or instrument that could possibly cause injury or death. It is instilled in our … Continue reading

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Presentations or Training: “Know” your audience first.

Whether we are going to make a presentation to colleagues or potential clients, preparing for a training course, about to enter into a negotiation or start an international meeting, one thing that they all have in common is that there … Continue reading

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What are “Needs”, “Wants” and “Lacks” and Why are They Important?

It is common in many marketing, sales or training courses and in most businesses to hear people talking about how to meet the Needs and Wants of the customers / clients / learners. However, if we focus only on these … Continue reading

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How to choose YOUR negotiation training.

You have been asked to organize an in-company negotiation skills training programme for your organization or are looking for a course for yourself and have discovered that there are many providers all offering courses that appear to be exactly the … Continue reading

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“Agenda” slides don’t work: There is an effective and elegant alternative.

It constantly amazes me that many presenters do not know, or choose not to use, one of the best psychological techniques available to elegantly convince their audience of the value of what they are proposing. Instead, many presenters use a … Continue reading

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Applying Dovetailing in a Union Negotiation – A Practical Example.

This is a greatly reduced and edited version of a negotiation carried out in Spain using the Harvard University PON model. Certain details have been changed to preserve the confidentiality of the client. Definition of Dovetailing: Something that is low … Continue reading

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Start the 2nd session of a course or meeting with a Primacy – Recency activity.

One highly useful psychological technique that both trainers and managers should remember & use much more is that of the Primacy – Recency Effect. What is the Primacy – Recency Effect? The term Primacy & Recency Effects are used in … Continue reading

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The Perils Involved in Giving Video Feedback.

In Brownlee & Associates (B&A), we use videotaping – on DVDs – in almost all of our courses: Presentation skills, Sales, Negotiation, Advanced Communication, etc. We normally do NOT review and comment on the trainees videotapes individually and give detailed … Continue reading

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The Use of Hypnosis in Negotiation – 7 Steps to success!

The Use of Hypnosis in Negotiation. As a hypnotherapist who, over 25 years ago, moved into the area of negotiation & Communication , I have become more and more aware that most negotiators tend to focus almost exclusively on their … Continue reading

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Dovetailing; Human Resources Case study

Participants:  #1 – Multinational packaged food  manufacturing company #2 – 25 long-time employees of the company and the local labour union. Issue: In line with the new restructuring plans for the Spanish subsidiary, the head-office in Europe had ordered the … Continue reading

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Mentoring – A Brief Guide: What is it? What are the Benefits?

Brownlee & Associates are pleased to announce access to our bilingual (English & Spanish) Communication and Management Mentoring Service to new clients. In order to provide more details about Mentoring we have prepared this short guide for you. 1. What … Continue reading

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Dovetailing in Negotiations.

One element often overlooked in negotiations is that of Dovetailing: Finding something that is LOW cost for you and HIGH value for your interlocutor or HIGH value for you and LOW cost for them. A real example of this has … Continue reading

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The Nine Most Common Errors that Result in Negotiation Outcomes that are Merely Acceptable.

1.    Entering into the negotiation without a structured, exhaustive and complete preparation; documented & written. 2.    Forgetting that their problems are also yours. If your interlocutor has an unresolved problems, how can you expect him to accept your proposal & … Continue reading

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Documenting problems: The Critical Incidence log.

We all know that in business is vital that everything is documented – “If it isn’t written, it isn’t legitimate!” However, when we want to show our bosses or team members that problems exist, the tendency is for us to … Continue reading

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