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make deals

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Rapport Comes First

Posted by & filed under Conflict Resolution.

How is it that mediators – who themselves lack any power to impose a solution – nevertheless often lead bitter disputants to agreement? Substantive expertise helps, as does keen analytic skill. According to a recent survey by Northwestern University law professor Stephen Goldberg, veteran mediators believe that establishing rapport is more important than employing specific techniques … Read More 

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Dealing with Busy People

Posted by & filed under Daily, Negotiation Skills.

Adapted from “Write First, Talk Later? Using Drafts to Make Deals,” by Jeswald Salacuse (professor, Tufts University), first published in the Negotiation newsletter. How can you gain an edge when you’re in the seemingly weak position of negotiating a favor from a government or a powerful bureaucracy? Present the other side with a draft agreement that … Read More 

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PON Founders Video

Posted by & filed under Daily, Resources, Videos.

The founders of the Program on Negotiation describe the early days of the field of negotiation and conflict resolution, when scholars in law, business, psychology, anthropology, economics, and public policy came together to share insights on how to help people deal with conflict, solve problems, make deals, and preserve relationships.

To see more PON videos, click … Read More