An Alternative to Traditional Dispute Resolution Instruction

By on / Dispute Resolution

Many negotiation and mediation instructors draw from other disciplines for a range of purposes. Insights from social psychology, for instance, can help students understand, explain, or predict certain interpersonal and inter-group dynamics. Ideas from economics and game theory can shed light on various value-creation principles. The performing arts, including improvisational theater, can help negotiation students … Read More 

MESO: Make Multiple Equivalent Simultaneous Offers to Create Value in Dealmaking Table

By on / Conflict Resolution

MESO negotiation, a negotiation strategy for creating value with a counterpart who may be reluctant to negotiate, allows negotiators to propose multiple offers without signaling commitment or preference for any one option. Business negotiators that practice integrative negotiation strategies often complain that although they try to focus on creating value, they run into far too many difficult … Read More 

How Chaos at the Bargaining Table Can Help Negotiators Reach Agreement

By on / Negotiation Skills

Here are some examples of negotiation situations in which chaos at the bargaining table works to the negotiator’s advantage. Whether conducting business negotiations involving commercial transactions or personal disputes with a friend, the following negotiating skills and techniques can be used.

Take Thomas Green’s story:

“I’ve learned to make chaos my friend in negotiation,” says Thomas Green, … Read More 

Examples of Negotiation in Business: Starbucks and Kraft’s Conflict Management

By on / Business Negotiations

Getting to agreement can be a lot of the battle in business negotiations – but once the agreement is signed, what do negotiators do then? More bargaining according to negotiation research. Preparing yourself for fulfilling the negotiated agreement, or for your inability to comply with it, will help negotiators preserve hard-fought relationships when the deal … Read More