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Category: Negotiation and Conflict

The DIfferent Types of NO

Leavitt’s Diamond

How To Run a Workshop Tool Instructions In 1965, the American management psychologist Harold Leavitt developed Leavitt’s Diamond (also known as Leavitt’s System Model) as a methodology to analyse the
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The DIfferent Types of NO

The Different Types of NO

It’s confronting sometimes to hear the word NO. At the same time, don’t think of NO as a singular negative response because there are several different types of NO. Before
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Assertiveness Matrix

Being Assertive

‘Being assertive’ is one of those phrases, if not behaviours, that has confused many people over the years, perhaps because there has been little differentiation between assertiveness and its cousin
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Your assets in a negotiation

Your Assets in a Negotiation

As with any new learning, it’s common for people new to negotiation to not feel 100% confident in their skills or behaviours, but that doesn’t mean they don’t have useful
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Not Up For Discussion

Some Things Are Not Up For Negotiation

It’s news to no one that negotiation can be a stressful activity, to the point that it’s easy to forget some things are not up for negotiation. Of course, there
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Interests vs Positions (aka Wants vs. Needs)

A critical aspect of authentic negotiation is to understand the fundamental difference between interests versus positions. In every day language, they’re more commonly known as what you want vs. what you
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Trapeze

Benefits of Trust

No one disagrees on the value of generating trust.  Less obvious though are the benefits of trust.  Here’s a quick list I’ve pulled together over the years. The more a
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What To Do If They Say No

The word NO is the simplest form of negativity. We’ve heard the word countless times growing up, working in business, dealing with personal issues. But despite how many times we
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Listening to Understand vs. Listening to Reply

Listening is arguably one of the most difficult skills in communications, and we’re getting worse at it. In 2006, Dr. Ralph Nichols – who established the first study in the
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Can I Have That Idea for Less?

I’ve heard a lot of comments after I’ve presented an idea. This one is #10. Can I have that idea for less? Experience has taught me to respond to this
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