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]
Recenly, I came upon a blog post from the Program on Negotiation (PON) at Harvard Law School that is worth discussing. It is entitled “10 Hard Bargaining Negotiation Tactics to Watch” Out for in a Negotiation" by Pon Staff (January 19, 2025). I have seen one or more of these [Read More]
The Harvard PONS blog posted (on December 3, 2024) a thought- provoking article by Katie Shonk entitled “Moral Leadership: Do Women Negotiate More Ethically than Men?” The answer is that generally, “yes”, “…women are generally less accepting of unethical behavior than men are and tend to behave more ethically than [Read More]
Recently, I stumbled upon an article about women, fear and decision making. According to a recent study published in PLOS, these three concepts are related: … fear may affect women’s decisions in choosing immediate rewards versus larger delayed ones, while men’s decisions appear unaffected by emotion, …. (Science Daily at [Read More]
This semester I am teaching an online Employment Dispute Mediation course at USC Gould School of Law. Using employment law as the substantive vehicle, I am teaching my students essentially how to be mediators from “soup to nuts.” In teaching them how to mediate, I note to my students repeatedly [Read More]
A few weeks ago, I posted a blog on the importance of the words we use during a mediation or any negotiation. For example, rather than using labels “the other side” or “Plaintiff” or “defendant”, we should use the actual names of the people involved. As chance would have it, [Read More]
My husband decided to purchase windshield wiper blades at Costco for our Audi. A few days later, when we took the Audi in for repair, we asked the repair person to put on the new blades. He advised that they were the wrong ones and would order the correct ones [Read More]
The other night in mediation ethics class, we discussed using deception in negotiation and more specifically why certain folks will outright misrepresent an important fact as opposed to merely puffing or embellishing a little bit. In order to use such deception, we have to tell ourselves it is okay by [Read More]
