In working with the William Davidson Institute at Ross Business School, I developed a methodology for negotiation education that I call the Negotiation ARTS-- Analysis, Recognition, Tactics and Strategy. While it is one thing to say that someone is a strong or weak negotiator, it is a whole other thing to identify where their behavior is breaking down or thriving. Whereas some fail in the preparation for negotiation, others struggle to recognize and adjust to the changing dynamics of the relationship throughout the exchange. Some negotiators might be strategic masterminds and tactical fools, and others tactically proficient but struggle in their ability to see the big picture. In this course structure, I work with executives to understand their own personal style through the lens of Negotiation ARTS and then utilize various practical learning approaches to help them develop a structured improvement plan.

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The Analysis of a negotiation is the systematic assessment of the context as well as one's own personal tendencies and dispositions with the larger negotiation and exchange context.


Effective Recognition within negotiation involves the ability to quickly recognize patterns, both specific to the negotiation interaction and also within oneself and one's negotiation partner.


Tactical fluency involves both engaging within and protecting oneself from harm in distributive and integrative bargaining. This skill set also extends to managing deal follow-through and implementation.


Negotiation strategy is the systematic and dynamic planning, reacting and learning about how to engage in negotiation. As such, success involves a careful integration of analysis, recognition and tactical maneuvering.

If you are interested in exploring the Negotiation ARTS framework for use with your company, please contact me directly or reach out to Amy Gillett at the William Davidson Institute to plan an executive education session with your organization. Please note that the focus of the WDI is on emerging markets and most of this work is in Europe, Asia, Africa and South America.