Tag 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

Posted in Advanced Communication, General Communication, Negotiation, The Art & Science of Presenting in Public, Training & Development | Tagged , , , , , , , , , , , | Leave a comment

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

Posted in Cursos, Negotiation, Training & Development | Tagged , , , , , , , , , , , , , , , | Leave a comment

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

Posted in Negotiation | Tagged , , , , , , , , , | 1 Comment

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

Posted in Advanced Communication, General Communication, Leadership, Meetings & Teleconferences, Negotiation, Training & Development | Tagged , , , , , , , , , , , , | Leave a comment

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

Posted in Negotiation | Tagged , , , | Leave a comment

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

Posted in Advanced Communication, General Communication, Leadership, Negotiation | Tagged , , , , , , , , , , | Leave a comment