Negotiator's Learning Center
Probe
- Probe Challenges
- Direct Communication vs. Indirect Communication
- Psychological Drivers that Make Demonstrating Fairness So Powerful
- Probe Starters
- Anchoring
- Best Negotiating Practices Applied Across Cultures
- Deadlines
- Hollywooding
- Limited Authority
- Red Herring
- Recognizing and Defending Against the Crunch
- Offers and Proposals
- Good Cop/Bad Cop
- Set the Stage
- BNP 3: Listen Loudly
- Bargain: Stage 3
- Probing in Bargain Stage
- Problem Solving with Creativity
- Probing in Exchange Stage
- Beware of your Assumptions
- Interests versus Positions