Author Archives: Negotiation Guidance Associates

Preparing for Negotiation On the Fly

by Berton Lee Lamb and Susan K. Driver We often read the advice that we should be well prepared for negotiation. This is sometimes directed at one-on-one negotiations. Buying a car is an example. “Do your research beforehand” they advise. … Continue reading

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American Negotiating Style: Part 4

I recently found a blog post that summarizes some useful negotiation lessons. The blog is entitled Your “Tools for Success in the United States.” The five-part guidance for the first-time negotiator in the Unites States is informative about what to … Continue reading

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American Negotiating Style: Part 2

How do others see us? This is a great question and it is especially important to understand how we are viewed as negotiators. (Click here to read Part 1) Recently, I was teaching the negotiation segment of a course at … Continue reading

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NGA Sponsors Lamb Prize in Political Science

 The Bert & Phyllis Lamb Prize in Political Science Negotiation Guidance Associates is pleased to announce the Bert and Phyllis Lamb Prize in Political Science. The Lamb Prize has been awarded annually since 2014. The Lamb-Prize:  Is a $1,000 cash award. … Continue reading

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Empathy as One Cornerstone of Mediation

by Daniel Merz, Ph.D. Generally speaking, empathy is the ability to put yourself in someone else’s shoes for the purpose of valuing a person’s perspective and avoiding shame and judgment.  It’s the ability to identify what someone is thinking or … Continue reading

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Digital Negotiating: Video-conferences

Negotiating by video-conference, such as Zoom or MS Teams, has recently become more common.  When reviewing the on-line literature on this subject it became apparent that there is less research available about how to conduct a video negotiation. But there … Continue reading

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Digital Negotiating: Email

We are often asked about negotiating using email. The questions are something like these: “Is it okay to negotiate through email?” “What is the best way to negotiate by email?” or “What are the difficulties in email negotiations?” Listed below … Continue reading

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Mediation With Difficult Individuals

by Daniel R. Merz, Ph.D* One of the more difficult personalities to face in mediation is when one of the parties exhibits an egotistical, armored, and intimidating personality. These individuals will often display additional character traits such as bullying, grandiosity, … Continue reading

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The Term Sheet: What Is It and How Do We Use It?

By Sarah Klahn,* David Belcher,** and Berton Lee Lamb We often encounter “term sheets” in multi-party negotiations. Recently, we were involved in a negotiation that was going pretty well. The parties had agreed on a few things and seemed to … Continue reading

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Final, Contingent, and Straw Man Offers

by Berton Lee Lamb and Sarah Klahn* Offers made in a negotiation can come in a variety of “flavors.” The flavor you choose should be selected to maximize development of mutual trust, create open discussion, and search for good results. … Continue reading

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