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Good Guy/Bad Guy In Negotiations- by Michael Schatzki
Good guy/bad guy occurs when there are two or more negotiators on a negotiating team and one is easier to get along with, provides more information, or seems more anxious to make a deal, while the other is in every respect more difficult. Good guy/bad guy can be blatant and obvious or it can be quite subtle with only shades of difference between the negotiators. It can be carefully planned in advance, or people can fall into the roles naturally.
(Added:
9-Apr-2002
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294
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The Forgotten Art of Listening- by Ed Brodow
Listening is one of the most important skills for successful negotiators. The author shares his secrets for becoming a great listener, plus techniques for asking smart questions.
(Added:
14-Feb-2006
Hits:
123
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A Systems Approach to Organizational Transformation.(Washington State Patrol)- by Brian Ursino
All law enforcement agencies experience varying degrees of change due to such factors as a new administration, new policing methods, or new crime trends. In recent years, however, the Washington State Patrol (WSP) has faced the challenge of implementing multiple changes that have had a significant effect on how the agency operates.
(Added:
10-Dec-2002
Hits:
167
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Change the Negotiator- by Michael Schatzki
Frequently the negotiator on the other side will change for reasons that are not tactical. For example, the old negotiator may have been transferred or conceivably even fired. In such a situation it is important to be very aware of the political needs of the new negotiator.
(Added:
9-Apr-2002
Hits:
255
)
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