alternatives

The range of possible things you can do away from the table without the other negotiator’s agreement. (Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello, Beyond Winning [Belknap Press, 2004], 19)

The following items are tagged alternatives.

Too much commitment?

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Are You Overly Committed to the Deal?” First published in the Negotiation newsletter.

A telecommuter hires a carpenter to build a workstation for her home office. The carpenter’s contract requires payment of 50% upon signing, an additional 30% halfway through the job, and the final 20% upon completion. When the job is done,

Pick the Right Agent

Posted by & filed under Business Negotiations.

So, you’ve decided to use an agent in your next negotiation. Now what?

It’s important not to rush headlong into the process of choosing an agent—picking the first one you speak to, for example, and sending him off to talks the next day. You need to choose your agent carefully, then establish a clear, detailed understanding of each other’s responsibilities and expectations. The following are critical steps in picking an agent and negotiating his contract.

“Are We Exclusive?”

Posted by & filed under Business Negotiations.

Ron McAfee, a carpenter and roofing expert, spent considerable time working with a condominium association on the design of a new roof deck. After gaining agreement on the proposed layout, design, and materials, McAfee submitted a written bid of $12,500. One of the board members subsequently showed McAfee’s plans to another roofer, who offered to do the job for $10,250. The condo association voted unanimously to go with the cheaper roofer, and McAfee was left with nothing to show for his time and effort.

What happens during mediation?

Posted by & filed under Daily, Mediation.

Adapted from “Make the Most of Mediation,” first published in the Negotiation newsletter.

As compared with other forms of dispute resolution, mediation can have an informal, improvisational feel. Mediation can include some or all of the following six steps, writes Kimberlee K. Kovach in The Handbook of Dispute Resolution (Jossey-Bass, 2005):
1. Planning. Before mediation begins,

Why You Should Help Them Be Less Biased

Posted by & filed under Business Negotiations.

Would you rather negotiate with someone who is rational or irrational? Too many negotiators falsely assume that bargaining with an irrational partner lends you a competitive advantage. You may think that you should use their mistakes to your advantage.

When you’re tempted to deceive

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Smart Alternatives to Lying in Negotiation,” by Deepak Malhotra (associate professor, Harvard Business School), first published in the Negotiation newsletter.

Daniel, a senior manager at a large consumer products firm, has been asked by a company vice president to submit a detailed budget request for his department. Daniel has an incentive to overstate anticipated

Making the first move

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Should You Make the First Offer?” by Adam D. Galinsky (Professor, Northwestern University). First published in Negotiation Newsletter.
Whether negotiators are bidding on a firm, seeking agreement on a compensation package, or bargaining over a used car, someone has to make the first offer. Should it be you, or should you wait to

Negotiation

Posted by & filed under DRD Tag Pages.

Negotiation (ConRes 621)
McCormack Graduate School of Policy Studies

FALL 2012

Instructor:
David Matz
617-287-7489
www.disres.umb.edu

Negotiation is the bedrock skill in the field. The course addresses the development of negotiation skills and techniques and fosters student knowledge of the substantial body of negotiation theory now available. This course focuses on building students’ skills as negotiators. Students learn about alternative strategies

Alternative Dispute Resolution

Posted by & filed under DRD Tag Pages.

Alternative Dispute Resolution
NORTHEASTERN UNIVERSITY SCHOOL OF LAW

FALL 2011
Instructor:
Sarah Garraty
617-353-2395

Law school courses focus almost exclusively on adjudication as a model for resolving legal disputes, yet only a fraction of disputes actually go to trial. This course exposes students to the many alternatives to trial, including negotiation, mediation, arbitration, fact-finding, and hybrid combinations of these methods. After

Alternative Dispute Resolution

Posted by & filed under DRD Tag Pages.

Alternative Dispute Resolution
NEW ENGLAND SCHOOL OF LAW (AR252)

FALL 2012
Instructor:
Davalene Cooper
Martha Koster
617-422-7271

Designed to familiarize students with alternatives to traditional means of settling disputes. The course begins with the traditional method of dispute resolution, litigation, and later concentrates on negotiation, mediation, and arbitration. The course also exposes students to various programs in Massachusetts that use alternative