Ethical Fading

The American Bar Association recently posted an article in its ABA Weekly Newsletter (May 27,2022)  about a patient signing an agreement with a hospital acknowledging that she will be charged $1300 for surgery but then being billed about $230,000.  The Colorado Supreme Court ruled that the signed agreement prevailed; because [Read More]

Ethics and Negotiation

The Harvard Program on Negotiation (PON) staff posted a blog on ethics in negotiation entitled “Ethics and Negotiation: 5 Principles of Negotiation to Boost Your Bargaining Skills in Business Situations” (April 21, 2022). Naturally, it caught my eye as I teach mediation ethics. The blog post poses 5 questions to [Read More]

By |April 29th, 2022|Negotiation|

The Ultimate Hardball Tactic!

Russia has engaged in the ultimate hardball tactic: it invaded Ukraine. Watching this invasion unfold reminded me of hardball negotiations and tactics. As defined in The Business Professor,  “hardball  tactics”: …are measures used in a negotiation to set a competitive tone. It generally involves using some form or power, leverage, [Read More]

By |February 25th, 2022|Negotiation Strategy|

Competition, empathy and deception!

Once again, the Harvard Project on Negotiation (PONS) posted a blog on whether men or women are more likely to use deceptive tactics in negotiation. (See my February 21, 2020, blog) Citing several studies, researchers found competitiveness and level of empathy play a role in whether a negotiator is likely [Read More]

By |February 4th, 2022|Negotiation|

Multi-Tasking

My husband and I have two English Springer Spaniels, one of whom (aka Buddy) loves to walk and to say “hi” to other dogs. The other day I was walking Buddy when we came across a man walking his dog and intently participating in a conversation on his cell phone. [Read More]

By |January 28th, 2022|Negotiation Strategy|

Macro Ethics and Micro Ethics

I always thought ethics was ethics. But evidently, there are two types: macro ethics and micro ethics. According to Wikipedia, Macro ethics is a term that was coined in the 20th century "… to distinguish large-scale issues from individual ethics or micro ethics. It is a type of applied ethics". [Read More]

By |October 1st, 2021|Research|

It’s Tough Being a Woman!

Two recent studies discussed in Katie Shonk's Harvard PONS blog Challenges Facing Women Negotiators (June 1, 2021) confirm what I have long suspected: it is tough being a woman negotiator. Or more bluntly, any given negotiation scenario is biased against women when men are involved. ("Blog") The first study by [Read More]

By |June 11th, 2021|Research|