Negotiation Strategy

9 11, 2018

Forget the “Carrot and Stick” Approach!

By |2018-10-31T17:31:55+00:00November 9th, 2018|Negotiation Strategy|0 Comments

Over the years, many people have told me that they sometimes use the “carrot and stick” approach as a negotiation tactic.  Wikipedia defines this tactic as The phrase "carrot and stick" is a metaphor for the use of a combination of reward and punishment to induce a desired behavior. It is based on the idea that a cart driver [...]

2 11, 2018

How Do You Negotiate?

By |2018-10-24T16:03:10+00:00November 2nd, 2018|Negotiation Strategy|0 Comments

The art of negotiation seems to be very much in the news today, with issues involving trade, tariffs, immigration, arms sales, nuclear arms, et cetera. In preparing to teach a class on negotiation ethics as part of my Mediation Ethics course at USC Gould School of Law, it dawned on me that the leaders of [...]

1 12, 2017

Anger Has Its Benefits !!

By |2017-11-20T13:24:26+00:00December 1st, 2017|Negotiation Strategy|1 Comment

In October 2015, I posted a blog about a then recent New York Times article on the benefits of anger in negotiations. In “The Rationality of Rage”, Matthew Hudson reviewed then recent studies indicating that in a balanced negotiation, anger tends to provide some leverage; it helped the angry negotiator gain better results in certain [...]

22 09, 2017

Questionable Negotiation Tactics!

By |2017-09-05T16:03:03+00:00September 22nd, 2017|Negotiation Strategy|1 Comment

One thing I have learned about agreeing to teach a class is that it has caused me to focus on many things that have otherwise been floating around in my subconscious. One of these is negotiation tactics: what is permissible and what is not. In researching this topic for class, I came across a blog [...]

31 03, 2017

Jack and Jill Go Up a Hill….and Argue!

By |2017-05-13T07:40:16+00:00March 31st, 2017|Negotiation Strategy|1 Comment

Imagine this scenario: “Jack” is having a conversation with “Jill” about whether to go up the hill to fetch a pail of water. (https://en.wikipedia.org/wiki/Jack_and_Jill_(nursery_rhyme)) From out of nowhere, Jill makes an offhand but biting remark to which Jack responds negatively. The ensuing conversation gets totally off track on whether they should go up the hill [...]

27 01, 2017

Emotions Do Carryover

By |2017-05-13T07:40:56+00:00January 27th, 2017|Negotiation Strategy|1 Comment

I saw a blog on the Program on Negotiation (PON) at Harvard Law School’s web page written by its staff (January 12, 2017) entitled “How Mood Affects Negotiators”. It caught my attention because I had just witnessed this effect in two of my mediations. Recently, I held two mediations on the same day- one in [...]