
A Guide to Arrogance in Negotiation and How to Avoid It
Although negotiators must display confidence — real or feigned — arrogance is counterproductive. Learn why in this article.
Although negotiators must display confidence — real or feigned — arrogance is counterproductive. Learn why in this article.
Negotiating the Impossible provides insights from the resolution of some of the most intractable conflicts in history. In this introduction and articles to follow, we explore the lessons we can learn from them.
Listening — understanding — the other side may be the most important negotiation skill. It is difficult to be a good listener when you are talking. But silence has other benefits discussed in this article.
A significant step in preparing for mediation, or any negotiation, is the calculation of the party’s Best Alternative to a Negotiated Agreement (“BATNA”). Most lawyers
Kluwer’s Mediation Blog recently published one of the best articles I have read on negotiating in mediation by Bill Marsh, a London based international mediator.
We have this stereotype of good salespeople as being smooth talkers but real professionals know that the key to better sales results is better listening.
Does the “Why” Matter? As lawyers we are trained to discover the facts of a dispute and apply the law to those facts. Lawyers are
E-Mail communications are fraught with dangers not present in face-to-face or telephone communications. Human beings are programmed to communicate with more than just words. Take
In mediation, like all negotiations, there is often a reluctance to be the first to set out a number, whether that is an offer or
In spite of the headline this blog is not suddenly offering relationship advice. Sadly, I see insights into negotiation and mediation everywhere. That must be