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 Alana takes workshops on a wide range of topics and is at the leading edge in the world in teaching investigative interviewing. Read her thoughts and suggestions on interviewing, negotiation, resolving conflict, leadership and personal communication.
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Dealing with difficult people |
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Written by Alana Billingham
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Tuesday, 03 August 2010 13:51 |
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We all have entrenched behaviours. We do what we’ve always done because it gets us something we want. If you are dealing with difficult people, think about how their behaviour is working for them. There must be a pay-off or they wouldn’t continue with the bad behaviour.
Once you have found the pay-off stop rewarding the behaviour with it. Direct your difficult person towards more suitable behaviours and reward those instead. Be consistent and you will be amazed at how fast they can learn to drop their old strategies for new ones, especially when they are being rewarded for it. |
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Negotiation: a trap for the inexperienced |
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Written by Alana Billingham
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Tuesday, 03 August 2010 13:43 |
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Many inexperienced negotiators believe that the right way to play in the zone of possible agreement (ZOPA) is to take a position that is diametrically opposed to their negotiating partners and hope that they will settle on a compromise somewhere in the middle.
Unfortunately that approach also raises the risk that they will not settle at all. Positions harden and become more intractable. The atmosphere of the negotiation changes from working together to working against each other and the potential for agreement begins to diminish.
A better approach is to negotiate around the edges. Think about the whole value of your proposed agreement not just the price. What else do you know about your partner's needs and concerns that can help you boost the overall value of your proposed solution and still help you settle closer to your end of the ZOPA scale?
The more you know about your partner’s problems, needs and concerns the more effective you will be at playing in the ZOPA.
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Interviewing: follow the breadcrumbs |
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Written by Alana Billingham
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Wednesday, 07 April 2010 10:54 |
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Trying to get to the truth? Follow the breadcrumbs...
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Read more...
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Know your rights before you negotiate |
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Written by Alana Billingham
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Monday, 07 September 2009 17:14 |
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It pays to know your rights before you front up to negotiate a deal.
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Read more...
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