Speaking the Same Language
Negotiators can find themselves talking past each other for hours, even days. Then suddenly something happens – a breakthrough. The parties begin conversing on a different plane, … Read Speaking the Same Language
Frank Sander Honored at American Bar Association 14th Annual Spring Conference
With beautiful weather outside and the cherry blossom season in full bloom, over 1000 attendees filled the American Bar Association Dispute Resolution Section’s conference halls as it … Read This Post
Leading Horses to Water
The hardest step in negotiation is often the first. Costly lawsuits can drag on it everyone is afraid to be the first to blink. Prospective buyers and … Read Leading Horses to Water
Accounting for Outsiders in Your Negotiations
If you’re in the middle of talks that seem to be going well, here’s a warning: consider the impact of the agreement on those who aren’t at … Read Accounting for Outsiders in Your Negotiations
Predicting Your Response to Conflict
Imagine an upcoming negotiation. How will you respond if your opponent seems bent on provoking an argument? If you’re like most people, you’ll have difficulty predicting your … Read Predicting Your Response to Conflict
Are We in Competition?
Ford vs. GM. Coke vs. Pepsi. Oxford vs. Cambridge. These famous rivalries remind us that the top two achievers in a given realm often compete fiercely with … Read Are We in Competition?
Hurry Up and Wait
Suppose that one bargainer is impatient, gritting her teeth and thinking, “Cut to the chase, for Pete’s sake!” Feeling pressured, the other person wants to say, … Read Hurry Up and Wait
Are You Listening to Me?
For your next negotiation, what would you pay for a gadget that shows you how well you’re engaging the other side?
It would tell you when you’ve been … Read Are You Listening to Me?
When Negotiations Take Advantage of Outsiders
In March, reported Rob Wildeboer of Chicago’s WBEZ radio station broke the news that inmate in Cook County prisons (including those in the city of Chicago) were … Read When Negotiations Take Advantage of Outsiders
The Five Percent: Finding Solutions to Seemingly Impossible Conflicts
“The Five Percent: Finding Solutions to Seemingly Impossible Conflicts”
with
Dr. Peter T. Coleman
Director of the International Center for Cooperation and Conflict Resolution
and Professor of Psychology and … Read This Post
A Win Without Regrets: Winning an Auction and Not Feeling Disappointed
We have all been in situations in which we are pitted against others in competition for a certain item, whether an award, a promotion, or even in … Read This Post
Trusting Truth: The Path to Avoiding Gridlock in Public Dialogue
“Trusting Truth: The Path to Avoiding Gridlock in Public Dialogue” with Ron Suskind , A.M. Rosenthal Writer-in-Residence, Shorenstein Center on the Press, Politics and Public Policy, Kennedy School of … Read This Post