Negotiation Strategy 101!

  I recently read a blog post entitled, How To Make Decisions Like a Leader in 2019 appearing on the Leadership Freak website.  While the article talks in terms of making decisions as a leader, its strategies apply equally well to any negotiation. For example, first and foremost, the author [Read More]

By |February 22nd, 2019|Negotiation|

Extreme Negotiations

Although I have taken many many hours of training about negotiation, none of them has really involved what we witnessed during the Presidential election: extreme negotiations. In essence, both Mrs. Clinton and president-elect Trump were engaging in extreme negotiations with the American public in the hopes of becoming the 45th [Read More]

By |December 2nd, 2016|Negotiation Strategy|

Negotiating when there is no BATNA!

Recently, I conducted a mediation in a matter which probably should never have been filed as a lawsuit; the economics simply were not there. Realistically, plaintiff could not have a Better Alternative to a Negotiated Agreement (BATNA); every scenario would have been more costly no matter what the amount of [Read More]

By |September 6th, 2013|Negotiation|

Mediating ZOPA

In the last few days, I have mediated a couple of cases in which ZOPA took center stage. ZOPA stands for Zone of Possible Agreement and as defined by Brad Spangler (and updated by Heidi Burgess in June 2013) on the Beyond Intractability website, it "...is the common ground between [Read More]

By |June 28th, 2013|Mediations|

Is BATNA Really Your WATNA?

Many years ago, Robert Fisher and William Ury coined the acronym ‘BATNA’ meaning “Best Alternative To A Negotiated Agreement.” It represents the available alternatives when a party is unable to negotiate an agreement. In the context of litigation, it often means going to trial. Based on a study just published [Read More]

By |February 28th, 2008|Research|