negotiation

25 01, 2019

How we “Become” a Settling Society.

By |2019-01-10T13:05:56+00:00January 25th, 2019|Conflict resolution|0 Comments

I just finished reading Becoming by Michelle Obama (Crown Publishing 2018).   While the book is an autobiography of the former First Lady, its theme is more than just a story about how some African American kid from the Southside of Chicago broke multiple barriers to become a world known public figure. It is about empathy, [...]

11 01, 2019

Who Is Gonna Build the Fence?

By |2019-01-11T18:00:56+00:00January 11th, 2019|Conflict resolution|0 Comments

In  a recent blog, Tammy Lenski discusses, “ 4 Handy Principles for Deciding When You Can’t Agree”. Considering the present national situation, I found the blog very timely and cannot resist sharing. But, to take it out of politics, let’s use an example. Suppose Jack and Jill are neighbors. Jill has a dog that keeps [...]

21 12, 2018

Implicit Biases May Be A Good Thing!

By |2018-12-07T16:55:12+00:00December 21st, 2018|Research|0 Comments

In past blog posts, I have discussed implicit biases and how important it is to recognize their existence and to counteract them in our daily lives. Yet, there may be another and more positive way of looking at them. It is simply a question of “framing”. (See below!) A November 27, 2018 blog posted on [...]

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 [...]

10 08, 2018

Past the Time Is the Right Time!

By |2018-07-27T12:31:45+00:00August 10th, 2018|Actual Mediations|1 Comment

Many, many years ago, someone once said to me that people do not begin to negotiate until it is past the time to negotiate. How true this can be as borne out by a recent mediation. The matter involved the purchase and sale of a condo. The mediation was held before any lawsuit was filed. [...]

9 03, 2018

The Medium Makes the Difference !

By |2018-02-26T11:18:15+00:00March 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+00:00December 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 [...]