15 11, 2019

Culture -It Is All Around Us!

By |2019-11-05T17:29:57-08:00November 15th, 2019|Negotiation, Uncategorized|0 Comments

One of the last topics I discussed in my ADR Ethics class this semester was mediating multiculturally. In her book, Mediation Ethics: Cases and Commentaries (Jossey-Bass  2011), Ellen Waldman quotes a definition of culture as “the whole complex of distinctive spiritual, material, intellectual and emotional features that characterize a society or social group.” (Id. at [...]

22 02, 2019

Negotiation Strategy 101!

By |2019-01-29T12:33:22-08:00February 22nd, 2019|Negotiation|0 Comments

  I recently read a blog post entitled, How To Make Decisions Like a Leader in 2019 appearing on the Leadership Freak website.  While the article talks in terms of making decisions as a leader, its strategies apply equally well to any negotiation. For example, first and foremost, the author notes that it is important [...]

19 02, 2016

Is Competition Really the Opposite of Cooperation?

By |2017-05-13T07:43:29-08:00February 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 |2017-05-13T07:45:41-08:00May 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 |2017-05-13T07:45:46-08:00May 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 |2017-05-13T07:30:05-08:00December 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 |2017-05-13T07:30:28-08:00October 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 [...]