The High Cost of Low Trust: Counteracting misperception and mistrust at the beginning of a negotiation can help negotiators avoid vicious cycles and sustain virtuous ones
Mapping Backward: Negotiating in the Right Sequence: In a complex negotiation, it’s important to have a framework for understanding how and when to talk to each partner
Divided You’ll Fall: Managing
empathy
Demonstrating an understanding of the other sideÕs needs, interests, and perspective, without necessarily agreeing.
The following items are tagged empathy.
Paradoxes of Dispute Resolution
Presenter:
David A. Hoffman
The practice of mediation and other forms of dispute resolution often call on the practitioner to balance values and objectives that are inherently contradictory. For example, mediators believe that party autonomy and self-determination are fundamental to the process, while some parties seek out mediators because they expect the mediator to apply a certain
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BATNA
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