Ask Before Offering Advice!

One of the topics I cover in my mediation classes is the different styles or models of mediation, one of which is evaluative mediation. In the evaluative mediation model, the mediator aims to help the parties reach a resolution. To do this, she “… assumes that the participants want and [Read More]

Social Proof

In his book, Influence: Science and Practice (Allyn and Bacon, Boston, 4th ed. 2001), Robert Cialdini lists six weapons of influence. One of them is “social proof,” which, … states that we determine what is correct by finding out what other people think is correct. The principle applies especially to [Read More]

The Sound of Silence!

The Sound of Silence is a song written by  and released in 1964  by Simon and Garfunkel. It was used  in the movie, The Graduate. Its lyrics include the phrases: “People talking without speaking, People hearing without listening.” It is the last phrase I want to dwell on: People hearing [Read More]

Boulwarism

Earlier this week, I was preparing for one of my classes by reading the next chapter in the textbook. Although the chapter discusses basic negotiation strategy, it mentions the term “Boulwarism,” which intrigued me. It is named after General Electric vice president Lemuel Boulware, who used the “take-it-or-leave-it” tactic in [Read More]

By |January 31st, 2025|Negotiation Strategy|
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