Tag Archives: Successful Negotiation

When Media Happens to Good People

Posted on December 11, 2025 by Negotiation Guidance Associates

By Kara Lamb Program Manager and Senior Advisor, Climate Democracy Initiative It’s a common misconception: individuals and organizations think “media” is something that happens to someone else. It isn’t true. Media can happen to anyone, anywhere, at any time. The … Continue reading →

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WATER NEGOTIATIONS

Posted on May 2, 2023 by Negotiation Guidance Associates

NEGOTIATING TO PUT WATER BACK INTO STREAMS Negotiations are Key Headlines like these have become familiar to those who follow western water issues:  “Megadrought Stresses Stream Systems and Water Users”  “Blue Ribbon Trout Fishery in Danger From Lack of Water”. … 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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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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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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Does Collaboration Make a Difference?

Posted on August 16, 2016 by Negotiation Guidance Associates

A study published in 2015 examined three hydropower licensing cases that were characterized as having high, medium, and low collaboration. The author, Nicola Ulibarri, found that high collaboration resulted in “jointly developed and highly implementable operating regimes designed to improve … Continue reading →

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The Role of a Mediator

Posted on November 5, 2015 by Negotiation Guidance Associates

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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