negotiation

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 [...]

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 [...]

5 05, 2017

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

By |2017-05-13T07:39:56+00:00May 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+00:00April 7th, 2017|News articles|1 Comment

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 [...]