Tag Archives: negotiation

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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NGA Wraps Negotiation Training in SoCal

By Berton Lee Lamb, Susan K. Driver, and Robert H. Deibel We recently returned from our latest round of negotiation training courses in Southern California. During early December, we taught Advancing the Art of Negotiation to personnel from three different … Continue reading

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Negotiating Interviews: Media Management Benefits from Negotiation Skills

By: Kara L. Lamb, June 18, 2019 Have you ever wondered what, if anything, media management has in common with negotiation? Consider Mike Klis introduction to media for the 2019 Denver Broncos rookies. When describing media relations to the future … Continue reading

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

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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Should Mediators “Evaluate?”

Here is a quote from a blurb that recently appeared in the International Chamber of Commerce webpage: “..the benefit of mediation was seen as lying in the mediator’s ability to look beyond the polarised positions of the parties and find … Continue reading

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The Role of a Mediator

A blog post by Katherine Graham about the role of a mediator recently came across my desk. Ms. Graham makes a good point that mediators should avoid the very natural tendency to pull the parties toward a solution. She writes … Continue reading

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“Core Competencies” is a Popular Article on ResearchGate

“Core Competencies for Natural Resource Negotiators” by Shana Gillette and Berton Lee Lamb reached the milestone of more than 50 downloads from researchgate.net. Click here to view and download the article.

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Lessons from Diplomacy: Learning the Discipline of Negotiation

What can we learn from the practice of diplomacy that will help us negotiate? Whether it is natural resources, workplace conflict, or local policy disputes there are some golden rules to help us. The Public Diplomacy Council recently published an … Continue reading

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The Power of Collaboration

We often hear about the power of collaboration. It is good to find examples. One example appeared in a recent issue of Public Administration Review. The short article by David Wang is entitled “A Simple Lesson about the Power of … Continue reading

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