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After diving into "Negotiation\'s Dirty Deeds" last week, Kurt and Steve continue the discussion by uncovering even more of the underhanded tactics other\'s will use on you while negotiating.\\xa0

Steve takes over today\'s "geeky article moment."\\xa0 In a recent article by Harvard Business Review, we learn that managing conflict requires that we first ascertain whether we\'re dealing with a "hot" conflict or a "cold" conflict.\\xa0 The strategy is entirely different depending on which type of conflict you are using.\\xa0 The article also gives a variety of pointers about managing the conflict.\\xa0 First, unless there is something imminent, take your time.\\xa0 Many of us want to make conflict go away as soon as possible because we just don\'t like it.\\xa0 However this can often make the situation worse.\\xa0 Second, listen to everything but respond selectively.\\xa0 Managing conflict often involves a lot of venting emotion that doesn\'t necessarily need to be addressed...it just needs to be vented.\\xa0 Third, take stock before you take sides.\\xa0 Make sure you really hear both parties out otherwise your credibility in resolving the conflict will be crushed.

One of negotiation\'s dirty deeds is physical posturing.\\xa0 It\'s not uncommon for old school negotiatiors to put the people they negotiate with in smaller chairs, lower positions, or downright uncomfortable positions.\\xa0 Steve and Kurt discuss how this has been used in foreign policy as well as the business world.

Another of negotiaton\'s dirty deeds is the "higher authority."\\xa0 Oftentimes in a negotiation the person you\'re working with will pretend that they don\'t have the authority to make a decision.\\xa0 This isn\'t necessarily dirty (you might have some success using it, actually), but it does hamper the negotiation process.\\xa0 When somebody plays the "higher authority card" you need to get them to agree on a deadline and also try to get an appointment or commitment to meet with the higher authority.\\xa0 That\'s assuming there really is one!\\xa0

Finally to round out the show, Steve discusses a persuasion blunder that\'s going around today.\\xa0 It involves some underhanded tactics others are using to get past gate keepers.\\xa0 Check out the full episode for more!\\xa0