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Q Card Series (2)

by Jeff Thompson
February 2010

From Jeff Thompson's Enjoy Mediation Blog

Jeff Thompson

Q-Card Series

John Wade, and the brilliant team at Bond University’s Dispute Resolution Centre, have a wonderful collection of “Q-Cards” which are great little golden nuggets of information to help all dispute and conflict specialists. The Q Card series are all the business card size so very convenient and easy to take with you. Learn more about the Dispute Resolution Centre at Bond University [here].


Today’s card, #2, is titled “Common Mistakes of Negotiators”

Before I begin, this card is a great grounder or humbling opportunity to remind yourself; although you might be a mediator extraordinaire (like Geoff Sharpe!) we are not perfect. By pointing out common mistakes mediators and negotiators make, it can help us recognize these and hopefully then diminish the chances of them arising in your next mediation or negotiation.

Inadequate preparation of facts, evidence, interests, doubts and rules (‘data chaos’)
Being unclear about their own interests and BATNA
Acting upon assumptions
Failing to listen effectively
Using questions poorly
Making offers too quickly, impatiently getting to “the bottom of the solution”
Fixing upon and defending a single solution
Making ambit claims
Failing to list and evaluate alternatives
Failing to be aware of process as well as substances
Failing to disclose helpful information to the other party, especially one’s own concerns
Bringing the wrong people to the negotiation

These are only 11 of 20 tips on the card. For more information on this card, or the series of Q Cards, contact the Centre at drc@bond.edu.au

Note: pictured above, from left to right- John Wade, Jeff Thompson and Kiwi Mediation Extraordinaire Geoff Sharpe.

Biography


Jeff Thompson, Ph.D., is a professor at Lipscomb University, researcher, mediator, and trainer. He is also involved in crisis and hostage negotiation as well as a law enforcement detective. His research includes law enforcement crisis and hostage negotiation in terrorist incidents. He received his doctorate from Griffith University Law School having researched the impact nonverbal communication has in conflict situations with respect to developing rapport, building trust, and displaying professionalism.

Dr. Thompson has presented and trained on the topic of conflict, mediation, (crisis and hostage) negotiation, communication and nonverbal communication internationally for a variety of audiences including police personnel, government officials, judges, attorneys, physicians, sales people, business professionals, and both graduate and undergraduate students. He has also been published in numerous professional and academic publications.

He is the co-chair of ACR's national Crisis Negotiation Section, and he is an ad-hoc reviewer for multiple academic journals. He received his MS in Negotiation and Dispute Resolution from the Werner Institute, Creighton University School of Law.

(All posts by Jeff Thompson represent his personal reflections and opinions and not that of any organization.)



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