10/12/2009· Psychology
Psychologically Speaking©: Negotiation 101
By: Kenneth J. Manges, PhD, ABVE, CVE, CFP
Advice about negotiation often focuses on procedure, strategy, and tactics. However, some of the most important factors in dispute resolution are the subliminal aspects of the interaction that operate outside the awareness of the participants, which may create unnecessary barriers to the effective resolution in dispute.
