frame

The story or narrative each bargainer tells herself about the negotiation. Your frame in a negotiation reveals how you understand what you and the other bargainer are negotiating and what you think the task ahead is. (Robert H. Mnookin, Scott R. Peppet and Andrew S. Tulumello, Beyond Winning [Belknap Press, 2004], 207)

The following items are tagged frame.

Massachusetts Office of Dispute Resolution

Posted by & filed under DRD Tag Pages.

Massachusetts Office of Dispute Resolution

University of Massachusetts, Boston
100 Morrissey Blvd.
McCormack Bldg. 1st Floor, Room 627
Boston, MA 02125
617-287-4040; fax: 617-287-4049
www.umb.edu/modr

Executive Director: Susan M. Jeghelian
susan.jeghelian@umb.edu

Deputy Director: Loraine M. Della Porta
loraine.dellaporta@umb.edu

The Massachusetts Office of Dispute Resolution & Public Collaboration (MODR), formerly a state agency, is now a free-standing institute of the University of Massachusetts Boston. MODR’s mission is

PON Professor Mnookin’s New Book Highlighted in NY Times

Posted by & filed under Daily, International Negotiation, News.

Professor Robert Mnookin’s “Bargaining with the Devil:  When to Negotiate, When to Fight,” was highlighted in Richard Bernstein’s New York Times article, “Is it Time to Engage the Taliban?”  Published yesterday, Bernstein uses Professor Mnookin’s most recent book as a framework to discuss whether now is the time for the Obama administration to negotiate with

Is that really what you want?

Posted by & filed under Daily.

Adapted from “You Need to Know What You Want,” first published in the Negotiation newsletter.

Do you really know what you want out of life? Most of us don’t, according to Timothy D. Wilson and Daniel T. Gilbert, psychology professors at the University of Virginia and Harvard University, respectively. The impact bias describes the common, systematic

Negotiating between friends

Posted by & filed under Negotiation Skills.

Adapted from “Dealing with Friends,” first published in the Negotiation newsletter.

We all know people who have “alligator arms.” When the restaurant check comes, they can’t manage to reach their wallets, or they quibble that they had the small tomato juice, and you had the large.
With our close friends, of course, the opposite tends to occur,

February 2010

Posted by & filed under Negotiation Monthly Archives, Publication Archives.

Are You Asking the Right Questions? Carefully framed inquiries can be the key to a successful agreement
Dealing with Backstage Negotiators
Book Notes: Lessons from the Private Equity Boom
Dismantling a Family Business: Three Brothers, Game Theory, and a Coin Toss
Dear Negotiation Coach: Bringing Critics to the Table

How to make wise threats

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Putting on the Pressure: How to Make Wise Threats in Negotiation,” by Adam D. Galinsky (Professor, Northwestern University) and Katie A. Liljenquist (Assistant Professor, Brigham Young University), first published in the Negotiation newsletter.
On August 3, 1981, 12,000 air-traffic controllers went on strike after negotiations with the federal government about wages, hours, and

Using Philosophy to Teach Dispute Resolution

Posted by & filed under Daily, Dispute Resolution, Pedagogy at the Program on Negotiation (Pedagogy @ PON).

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 certain value-creation principles. The performing arts, including improvisational theater, can help negotiation students

Learning from the Soda Wars

Posted by & filed under Business Negotiations.

This past November, in an unusual move, Costco, the largest wholesale club in the United States, removed Coca-Cola products from its shelves and posted messages telling shoppers that Coke products would not be available until the company lowered its prices.

Insights from a Communication and Negotiation Conference: The Benefits of Not Knowing

Posted by & filed under Daily, Negotiation Skills, Pedagogy at the Program on Negotiation (Pedagogy @ PON).

An Experiment: Exploring Interdisciplinary Linkages between Negotiation and Communication Studies

What would negotiation pedagogy look like if we focused more on the core meanings and practices of communication? How can understanding the underpinnings of communication – the components of conversation and the exchange of meaning – help us understand and improve our negotiations? The weekend of