negotiation

/Tag:negotiation
9 03, 2018

The Medium Makes the Difference !

By | 2018-02-26T11:18:15+00:00 March 9th, 2018|News articles|0 Comments

Recently I came upon an older article written by Tammy Lenski entitled, “Face to Face negotiation better than e-mail.” (“Lenski”) While the article was originally published in December 2003, its points are probably truer today than fifteen years ago. The last decade and a half has seen an explosion in communication by every means imaginable [...]

1 12, 2017

Anger Has Its Benefits !!

By | 2017-11-20T13:24:26+00:00 December 1st, 2017|Negotiation Strategy|0 Comments

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+00:00 September 22nd, 2017|Negotiation Strategy|0 Comments

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 [...]

5 05, 2017

Jack and Jill Go Up a Hill… And Argued No More (Part 2!)

By | 2017-05-13T07:39:56+00:00 May 5th, 2017|Conflict resolution|0 Comments

Several weeks ago, I posted a blog discussing two “lures of the Tribal Mind” set out by Daniel Shapiro in his recent book “Negotiating the Nonnegotiable.” (Viking 2016).  Those lures- Vertigo and Repetition Compulsion- struck me as the most common and ones to which we all can easily relate. However, there are others- Taboos (Id. [...]

7 04, 2017

Looking for Happiness!

By | 2017-05-13T07:40:11+00:00 April 7th, 2017|News articles|0 Comments

Well… we missed it again! International Day of Happiness was March 20, 2017, according to the United Nations High Level Meeting on happiness and well-being. But, perhaps, missing it was not such a bad thing. According to the report, Norway ranks first followed by Denmark, Iceland and Switzerland. The United States ranks 19th in contrast [...]

31 03, 2017

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

By | 2017-05-13T07:40:16+00:00 March 31st, 2017|Negotiation Strategy|0 Comments

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 [...]

10 03, 2017

Too Much Information May Be Bad

By | 2017-05-13T07:40:29+00:00 March 10th, 2017|Research|0 Comments

Often in negotiating, a party may make a monetary demand without providing any reasoning behind it. I have often found that such a tactic does not work well because the other party will ask me “why”. She wants to know the reasoning behind the monetary demand.   So- I return to the first party to learn [...]