Tag Archives: Successful Negotiation

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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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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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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Does Collaboration Make a Difference?

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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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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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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Keys to Negotiation 13: Personal Bonds

We often say of negotiation that it is important to establish personal connections. Sometimes this is interpreted to mean that we should get to know the other stakeholders, maybe through social interactions. Social interactions are certainly important, but recent research … Continue reading

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