19 02, 2016

Is Competition Really the Opposite of Cooperation?

By |2017-05-13T07:43:29+00:00February 19th, 2016|Negotiation, Negotiation Strategy, Research|0 Comments

In any negotiation training class, the concepts of “distributive “bargaining and “integrative” bargaining are invariably discussed. The former is viewed as a form of “competitive” bargaining in which for every gain that one party makes, the other party loses. It is a “zero sum” game in which a “fixed” pie is divided up. In contrast [...]

15 05, 2015

Beyond “Being Difficult”!

By |2017-05-13T07:45:41+00:00May 15th, 2015|Negotiation, New Articles|0 Comments

Recently I read an article about two lawyers assaulting each other during a deposition being conducted in the courthouse. The article, dated April 30, 2015 and printed in explains: Two attorneys were arrested and charged with simple assault on Wednesday after they got into a heated dispute that turned into a fist fight at [...]

8 05, 2015

The Slippery Slope

By |2017-05-13T07:45:46+00:00May 8th, 2015|Negotiation, Research|0 Comments

Everyone enters into a negotiation with the intent to be honest. But- ay- that is the “rub”. One party’s (“Jane”) definition of “honesty” may be different than the other party’s (“Mary”). Why? Research has shown that one’s honesty will vary with the environment. As a March 25, 2015 blog post on the Program on Negotiation [...]

6 12, 2013

Preparation: It is All about Cognition

By |2017-05-13T07:30:05+00:00December 6th, 2013|Negotiation|Comments Off on Preparation: It is All about Cognition

An often discussed theme in my blog has been preparation; that is, preparing for mediation, as opposed to "winging it." In previous posts, I have stressed (discussing a different reason each time) the importance of preparing for a negotiation/mediation and the dangers of "winging it."Well, as you might surmise, I am returning to this topic [...]

18 10, 2013

Are you a Nervous Negotiator?

By |2017-05-13T07:30:28+00:00October 18th, 2013|Negotiation|Comments Off on Are you a Nervous Negotiator?

Do you have sweaty palms and a churning stomach whenever you have to negotiate something? Or, are you as cool as a cucumber during such events. A recent study indicates that your nervousness or lack of it affects the outcome of your negotiations.A blog by Katie Shonk posted on October 1, 2013 on the Program [...]

11 10, 2013

Assumptions: Why Cookie Eats Grass

By |2017-05-13T07:30:34+00:00October 11th, 2013|Negotiation|Comments Off on Assumptions: Why Cookie Eats Grass

After putting Argus down last October due to spleen cancer, we got a new dog- Cookie - who just turned three. Needless to say, after having a senior citizen dog, it is quite a change to be taking care of a young dog again.Unlike our other dogs, Cookie loves to eat grass. Every chance she [...]

20 09, 2013

What Should I Do?

By |2017-05-13T07:30:46+00:00September 20th, 2013|Negotiation|Comments Off on What Should I Do?

In December 2010, my water bill was extremely high; I posted a blog about my dispute with the Coachella Valley Water District ("CVWD"). In the end, I paid the bill as I did not want to receive a black mark on my credit history. (The CVWD has no mechanism like the credit card companies in [...]