This week on S4N, Gene conducts a post-mortem on the tragic Waco massacre and asks the question: what happens when a negotiation fails? Learn about overcommitment, the impact a chain of command can have on the negotiation process, why controlling information and coordinating effort is key, and how a game of telephone can kill your negotiation. Plus, check out how to use the “trickle flow gush” strategy in extremely difficult negotiations, gain tools for navigating multilevel negotiations, remind yourself why you really need active listening and mirroring, and learn why the punishment mindset gets you nowhere. Remember: negotiation is life.
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