Leadership Skills and Best Practices

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Negotiation Lesson #9: Explicitly Raise and Address the Issue of Trust

Posted 1:23 PM by
Trust is critical but not essential in negotiations. During the cold war we negotiated with the Russians all the time, but we didn’t trust them.  However, when there is trust between and among the parties to a negotiation, the sky’s the limit in terms of achieving creative, flexible, efficient effective, optimal agreements. This level of trust is built over time. When trust is absent, and both sides enter negotiations with their defenses up, agreement is possible, but it will take longer to reach an agreement and it is likely to be a sub-optimal agreement.  One would think... Read more →
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Is Negotiation A Tool For Bridging our Current Partisan Political Divide?

Posted 6:36 PM by
I’m departing from my “Negotiation Lessons,” series this month to comment on the state of our political negotiation process. I’ll return to the regular format next month.  If you’ve staked your reputation on doing everything you can to stop the other party, is it possible to negotiate any agreement about anything?  Can the Freedom Caucus ever agree with the more moderate wing of the Republican Party, let alone the Progressive Democrats in Congress?  Can these very divided, partisan groups ever hope to negotiate any type of agreement about anything, even if negotiating an agreement is good for... Read more →
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