Tag Archives: Conflict Resolution

Grief in the Workplace

Posted on December 10, 2025 by Negotiation Guidance Associates

by Genevieve Saenz PassageWay Arts Although the western world would like us to forget it, the truth is death and loss are real, grief happens, and we will all feel it at some point in our life. When grief comes … Continue reading →

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Abuse of Power in Negotiations

Posted on June 3, 2023 by Negotiation Guidance Associates

By Daniel Merz, Ph.D. There are occasions in negotiation or mediation where a member of one party will use intimidation or in some instances bullying tactics to gain a power advantage. These tactics present difficult and emotionally challenging management moments … Continue reading →

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Preparing for Negotiation On the Fly

Posted on August 9, 2021 by Negotiation Guidance Associates

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 2

Posted on March 4, 2021 by Negotiation Guidance Associates

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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Empathy as One Cornerstone of Mediation

Posted on July 30, 2020 by Negotiation Guidance Associates

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

Posted on July 22, 2020 by Negotiation Guidance Associates

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

Posted on July 17, 2020 by Negotiation Guidance Associates

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

Posted on May 1, 2020 by Negotiation Guidance Associates

By Sarah Klahn,* and David Belcher,** 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 trust one another. … Continue reading →

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Final, Contingent, and Straw Man Offers

Posted on April 12, 2020 by Negotiation Guidance Associates

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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Special Challenges of Multi-Party Negotiation, Part 3: October Surprises

Posted on May 29, 2019 by Negotiation Guidance Associates

by Berton Lee Lamb and Susan K. Driver A few years ago we were involved in a multi-party negotiation that had an interesting dynamic. Two of the parties in this negotiation were allies. Although they supported each other, one of … Continue reading →

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