Silence is Golden!

In cleaning up my office so it could be repainted and re-carpeted, I came upon an article in the July 2018 ABA Journal (volume 104) entitled, “Sounds of Silence” by Philip N. Meyer (pp. 22-23.)  ( "ABA Article"). The ABA article notes that a pause at the right moment can [Read More]

How Do You Negotiate?

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 [Read More]

By |November 2nd, 2018|Negotiation Strategy|

Anger Has Its Benefits !!

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 [Read More]

By |December 1st, 2017|Negotiation Strategy|

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

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 [Read More]