Have you ever noticed that some people are better negotiators than others? That more often than not, those folks get more of what they are seeking than others? Well, it probably has to do with their style of negotiation. In a blog posted on August 25, 2020,on the Harvard PONS [Read More]
There is a saying among mediators: often at the start of a mediation, the mediator is the only optimistic person in the room. She is the only one who believes the matter will settle. It turns out that there is something to this adage. In a blog post by the [Read More]
Several times in the past, I have written blog posts on the power of an apology and the right way to do it. (See, “It Ain’t Easy To Say “I’m Sorry”” and “On Apologies….Once Again”). The other day, I was reading some other blog posts and came across one discussing [Read More]
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]
My husband and I recently went on a cruise. One of the stops was Nassau, Bahamas. While my husband was looking for something in a shop, I wondered off and into a jewelry store. There, I was given a refresher course in negotiation tactics. I was looking at rings when [Read More]
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 [Read More]
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]
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]
