4 10, 2019

The Good and Bad of Anger in Negotiation!

By |2019-09-25T15:40:51-07:00October 4th, 2019|Research|0 Comments

In a recent blog, I discussed my use of feigned anger to help resolve a case. This prompted me to wonder whether the use of anger in negotiations is helpful or harmful. It seems that it can be both bad and good depending on the degree of anger displayed. In an article entitled “ It [...]

27 09, 2019

Sometimes, It Pays to Pretend Anger!

By |2019-09-17T17:46:00-07:00September 27th, 2019|Actual Mediations|0 Comments

Standard I of the Model Standards of Conduct for Mediators is entitled “Self- Determination” and provides that each party is to make a free and informed choice as to process and outcome. Mediation is a voluntary process in which each party is to make her own uncoerced decision. Standard II of the Model Standards of [...]

1 12, 2017

Anger Has Its Benefits !!

By |2017-11-20T13:24:26-07:00December 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 [...]

9 10, 2015

The Upside of Anger

By |2017-05-13T07:44:30-07:00October 9th, 2015|Conflict resolution, New Articles, Research|1 Comment

In most disputes, when people get angry- it is a bad sign! It usually means that the dispute will NOT get resolved, and that one or the other party will leave in a huff.  Indeed, neuroscience teaches us that when the  parts of our brain  that control our emotions are operating in full force, there is [...]

18 07, 2014

Listening For the Emotions

By |2017-05-13T07:27:44-07:00July 18th, 2014|Negotiation Strategy|Comments Off on Listening For the Emotions

Have you ever attempted to calm down an emotional person? Our natural inclination is to deny the emotional content of what the speaker is saying by using logic and/or facts such as, "There is no reason to get upset", "Calm down", "You are over-reacting", "You have misunderstood", "Maybe it is because...."; "Don't be so sensitive", [...]

13 06, 2014

Anger Management

By |2017-05-13T07:28:01-07:00June 13th, 2014|Research|Comments Off on Anger Management

Let us suppose that you are at a mediation or in some sort of negotiation and the other party has just said something that has gotten you so angry, you are ready to grab your belongings and storm out of the mediation/negotiation.What should you do: give in to your feelings and storm out? Vent? Or, [...]

18 04, 2014

The Five Stages

By |2017-05-13T07:28:26-07:00April 18th, 2014|Odd stuff|Comments Off on The Five Stages

In 2000, when I took my first mediation training class, my teacher discussed the five stages of loss and grief first proposed by Elisabeth Kubler-Ross in her 1969 book, On Death and Dying. The particular training course I was attending focused on divorce mediations and so the stages were relevant because of the loss and [...]