Professor Dan Druckman bases his suggestions on research and case studies. I learned of him and his paper "Intuition or Counter-Intuition?: The Science Behind the Art of Negotiation" in a blog post by Phyllis G. Pollack; in the post she talks about both the presentation Dr. Druckman gave last weekend at the conference of the Southern California Mediation Association and his article.
I have not read the article yet but found on the 'net highlights of a talk he gave, at the Business School of the University of Western Australia, with the same title as the article. Here are his suggestion from the School's Web site:
- Discourage quick agreements by avoiding rapid concession exchanges.
- If an optimal or integrative solution/outcome is easy to discover, avoid exchanging "too much" information. In-depth probes may reveal incompatible interests that escalate the conflict.
- Time the display of tough and soft tactics, sequencing them by presenting firm postures early, softer postures later.
- Do not use your experience or acquired skills to secure a better agreement only for yourself; use the skills to engage in log rolling and other tactics that can secure improved outcomes for all the negotiating parties.
- Negotiators generally want to settle; they also tend to approach negotiation as competitors. A challenge is to avoid both temptations.
- Orchestrate the negotiating situation for flexibility by insulating the talks from media coverage, avoiding ideological debates, and reducing accountability to constituencies or other parties with vested interests in the outcome.
- Avoid embarrassing your opponent. Allow them to take risks, be inventive, and give them room for flexibility.
- For third parties: Suggest compromises early to establish a reputation for fairness, but discourage actually making compromises in favor of an information exchange.
- Impasses can be useful. When progress is stalled, take a time out to re-think the issues. Then return to the talks with new ideas that can turn the negotiations around, toward agreements.
Have any of you read "Intuition or Counter-Intuition?: The Science Behind the Art of Negotiation"?
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