Category Archives: Guest Contributors

POWER, TRUSTWORTHINESS AND WILLINGNESS TO NEGOTIATE

by Cindy T. Christen, Ph.D. Most investigations of the negotiation process assume that the parties to a conflict are willing to participate in formal negotiations. In reality, a number of factors can influence a party’s willingness to consider negotiation as … Continue reading

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2013–The Year of the Professional Mediator

By Robyn McDonald, Esq. The year 2012 marked a tectonic shift in the world of Alternative Dispute Resolution (ADR). In 2012, we experienced a global increase in acceptance of mediation as an alternative form of conflict resolution, and a worldwide dialogue … Continue reading

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Negotiation Skills for the Entrepreneurial Start-up

“The most important thing in communication is to hear what isn’t being said.” Peter F. Drucker  “Negotiation Skills for the Entrepreneurial Start-up” is an interview with start-up expert Lee W. Wiley.  Lee Wiley talks about the negotiation skills needed by leaders … Continue reading

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The Influence of Culture on Strategy Selection

By Cindy T. Christen, Ph.D. Negotiation researchers have identified a number of factors that can influence selection of cooperative or noncooperative strategies. These can include objective factors, such as overlapping preferences, interests or goals, and subjective factors, such as perceptions … Continue reading

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Understanding Irrational Negotiation Behavior: The Ultimatum Game

                                                                                … Continue reading

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Negotiation and the 4 Cs

By Elisabeth Graffy Recently, I’ve been thinking a lot about policy conflicts, large and small, and the drumbeat of concern about civility and insistence on compromise. Many are sure there is not enough of either, but no one seems to … Continue reading

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Keys to Negotiation 9–Balancing Spontaneity and Planning

Here is a story told by Robert Cialdini in his book Influence: The Psychology of Persuasion (page 274).  Back in the 1960s when the world seemed to be changing and long hair on men was new and controversial there was … Continue reading

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