All posts by Peter Barron Stark

Summary: Repeatedly stating a position and refusing to look at options. One of the most difficult negotiators to deal with is the unilateral thinker who can see only one possible outcome to a negotiation. This…

Summary: Actively listening to a counterpart and empathizing with his feelings. A counterpart who feels you do not understand his feelings, needs, or goals may build up a defensive wall. Breaking through that wall could…

Summary: Asking a counterpart what he would do if the position were reversed. If your counterpart asks for something that is totally unreasonable or does not make good business sense to you, a great question…

Summary: Telling a counterpart to go ahead and act on a “threat” or “challenge” she has issued. Once in a while, one party in a negotiation may say something outrageous in the belief that his…

Summary: Asking a question to redirect the conversation. It may not be in your best interest to answer a counterpart’s question if you do not have enough information to make an educated or appropriate response….

Summary: Apologizing for making a mistake or failing to meet all agreements. The ability to say, “I am sorry,” or, “I made a mistake,” is a strength, not a weakness. When you are humble, your…

Summary: Forcing a counterpart to let go of past issues and look at what’s ahead. Sometimes counterparts get into conflict and start blaming each other for negative things that have happened in the past. (This…