The ‘Texas Shoot Out’ And Other Ways To Get Out Of Deals! (6/22/09)
Manie Spoelstra
Most partnerships, joint ventures, marriages and many contracts and alliances start off with big plans, grand expectations, speeches and champagne! Statistics indicate that the majority will, somewhere in the future, due to many personal and financial reasons, reach a point of such conflict or deadlock that parties want to ‘get out’!

Negotiators And Snipers: On Strategies For Managing Piracy On The High Seas---And Elsewhere (5/13/09)
Robert Benjamin
Few international incidents end with the successful finality and clarity as did the rescue of the Maerske ship Captain, Richard Phillips, from the clutches of Somali pirates in mid April. Three clean kill shots by U.S.Navy snipers settled the stand-off. Most people in the Western world felt relieved and good about the outcome. Maybe assassination was warranted. Clearly, piracy cannot be tolerated. However, the pursuit of both negotiation and assassination strategies at the same time is troublesome and may be costly in the longer term. If negotiation appears to be merely a pretext for snipers' to act, then will the trust essential for successful negotiations be lost in future negotiations?   15 Comments

Making Decisions In Times of Uncertainty (5/04/09)
Manie Spoelstra
Lets consider how we tend to decide in times of uncertainty and how perhaps we can make less ‘crazy’ decisions.

Obama The Negotiator: The Strategic Use of Anger (3/17/09)
Robert Benjamin
One of the few ways to endure the current economic catastrophe is to appreciate the event as theater. As President Obama goes head to head with the Wall Street folks, one can’t help but be intrigued by how the negotiations are played out. His dispassionate, reasoned demeanor has been noted and is reassuring, but the theater of negotiation sometimes requires dramatic flair. A flash of ‘irrational’ anger might be a useful negotiation technique---even if he has to authentically fake it.   3 Comments

Letter To President Obama (3/02/09)
Kenneth Cloke
Thank you. As conflict resolution professionals, practitioners and scholars, we have noticed and profoundly appreciate your efforts to change the process and tone of how differences are managed, both in Washington and around the world. We value your experience, understanding and commitment to conflict resolution, and offer our full support to you and your administration in your efforts to promote peace, collaboration, and consensus in domestic and international relations.   4 Comments

The Joy Of Impasse: The Neuroscience Of ‘Insight’ And Creative Problem Solving (2/09/09)
Robert Benjamin
Most novice and experienced conflict mediators alike feel themselves viscerally tighten in the face of an impending impasse. The prospect of the parties in a dispute becoming locked up and unable to reach an agreement raises the ugly specter of failure for the practitioner who purports to offer a better way to manage conflict. However, current studies in neuroscience suggest that frustration can be useful in fomenting creative problem solving. Practitioners might do well to encourage impasse.   8 Comments

Cloaked Negotiation: Necessary Back-Channel, Under the Table and Surreptitious Strategies and Techniques to Make Deals Work (1/19/09)
Robert Benjamin
Cloaked and surreptitious negotiation strategies are commonly used but seldom openly discussed by conflict management practitioners. This, after all, is the shadow side of negotiation that goes against the grain of the more preferred. view of negotiation as a straightforward, ethically clean and rational enterprise, This article suggests the necessity and importance of those strategies in order to make deals work in the real world.   3 Comments

Bringing Oxytocin Into The Room: Notes On The Neurophysiology Of Conflict (1/19/09)
Kenneth Cloke
To explain the etiology of conflict therefore requires us to gain a deeper understanding of how the brain responds to conflict. This should clearly include the ways distrusting personalities are formed, even among primates; the sources of aggressive character traits and the “fight or flight” reflex; the wellsprings of spiritual malaise and hostile gut reactions; and the neurological foundations of forgiveness, open-heartedness, empathy, insight, intuition, learning, wisdom, and willingness to change.   5 Comments

The Clash of the Titans: Getting the Best Results in Mediation when Cooperative Negotiator meets Competitive One (1/06/09)
Jan Frankel Schau
California lawyers are now being routinely trained in the benefits of a win/win approach to negotiation by “expanding the pie”. However, the culture of cooperation is often confronted with a more competitive approach in mediation of litigated cases. This article will offer strategies for breaking the impasse this clash of styles presents in mediation as well as offer concrete strategies for litigators to adjust their own styles and thereby maximize their clients’ results.

Working Together after Divorce – The Mediated Road to Success (1/06/09)
Rikk Larsen, Blair Trippe
The world of divorce is a place with an infinite number of stories that play out as a short list of common themes. The biggies: the well being of the children, how to divide assets, who gets the marital home and the complications of a parenting plan. We also know that divorces are rarely the end of the relationship in the sense that once they are final you never have, or need to have, contact with the other party again.

An Alternative Approach to Negotiation and Mediation Planning (12/14/08)
Manie Spoelstra
It is often of concern for individuals involved in the training and practise of mediation and negotiation to witness how negotiators (even after being trained for several days) still get bogged down in issues that are ‘trivial’ to the central objective or frame.

Unlearning And Learning From Freud For Negotiated Solutions (12/01/08)
Luis Miguel Diaz
This essay is inspired by Sigmund Freud’s persuasive, imaginative and enigmatic writings on mental processes and their meanings. He was the founder of psychoanalysis and is psychology's most famous author. The relevance of Freud’s work is even manifested in popular language which has incorporated expressions that he coined such as “mechanisms of defense” and “Oedipus Complex.” The significance of his legacy remains disputed.

Rule 68 and Offers of Judgment, Part I: How They Work and Why You Should Care (9/30/08)
John DeGroote
I once had a client tell me: “I’m in the outsourcing business, not the litigation business.” He would probably read the title to this post and say something like: “I’m a client. Why do I care about rule anything?” Whether you are a client or a lawyer involved in US litigation, Rule 68 and similar state rules are important to you for two reasons: they can get cases resolved when nothing else can, and few lawyers use them effectively.

Improvisational Negotiation: Moving Away from Conventional Wisdom (9/30/08)
Improvisational Negotiation represents a particular mind-set and approach to negotiation that is flexible and adaptable to a fluid set of circumstances. In the Improvisational Negotiation realm, there are no steadfast rules, grids, or specific definitions that must be adhered to. Rather, the success of this technique stems from the willingness to replace the traditional “one size fits all” textbook approach with a style that focuses on the moment and is based on creativity, acceptance of uncertainty and willingness to take risk.

Taxi: Heaven For Mediation (9/22/08)
Luis Miguel Diaz
Taxi is a small and little known society on Earth where humans unlearned the belief that authorities and rules were necessary for conflict resolution. Roberta who is an old and attractive woman has an informal and straight forward conversation with Ivan a young and inquisitive man. Both are open minded people.   5 Comments

What Negotiators Ought To Know About Why People Do What They Do – A Review Of The Science of Settlement – Ideas for Negotiators (8/11/08)
Stuart M. Israel
Barry’s book is practical, accessible and readable, and unique. It also is fun and funny. It will help you become a better negotiator.

13 Tools for Resolving Conflict in the Workplace, with Customers and in Life (7/14/08)
Lee Jay Berman
Conflict happens. It is inevitable. It is going to happen whenever you have people with different expectations. Here are some tools for avoiding and resolving disputes in the early stages, before they become full-blown conflicts.   6 Comments

Through Jazz, Bringing Mediation 'Fresh To Life' (6/30/08)
Greg Katz
One day last week, a jazz trio let loose before a rapt audience with an improvised performance of Jerome Kern's 1933 standard, "Yesterdays."   2 Comments

Why Getting To Yes Is the Most Vital Journey We Face (6/30/08)
John Sturrock
GETTING to Yes is the seminal work on negotiation by Fisher and Ury. First published in 1983, it has been read by millions of business people, diplomats, lawyers and others around the world and is standard fare in universities in the United States and elsewhere. Recently, General Sumbeiywo, the man at the centre of the Southern Sudanese peace agreement, was asked what one book he would recommend to negotiators. Getting to Yes was his swift reply.

The Influence Of Culture On Negotiations In South Africa: An Attempt To Promote International Collaborative Dialogue And Research (6/16/08)
Sharron K. Jenkins, Judy Rashid
In August 2007, two faculty persons traveled to South Africa to establish collaboration in the development of AIDS Online International (AOI), developed by Dr. Jenkins for college students in AIDS education, prevention, and behavioral research. This article describes the project and how culture influenced the negotiating practices and styles of the participants.

The Dirty, Risky Business of Negotiation: Ideology and the Risk of Appeasement (6/10/08)
Robert Benjamin
Fighting has the edge over negotiation as the first inclination of most people when faced with conflict. Our human brain chemistry lubricates the preference for warfare and the use of force, while negotiation, by contrast, requires a willed, determined and conscious effort.   2 Comments

So You’ve Got a Beef. Now What? (6/09/08)
Gary Weiner
Negotiating a good resolution to a conflict isn’t rocket science. There are a few things, though, that you should know if you want to do a better job in settling disputes on your own.

Pele: An Inspiration For Teamwork In Negotiated Solutions (6/09/08)
Luis Miguel Diaz
Team work lies beneath negotiated solutions of complex problems. This article focuses on Pele who is regarded as the greatest soccer player of all times. No team sport evokes the intuitive drive for team work as soccer, where all eleven players of a team must cooperate. Soccer requires improvisation from the players to solve the strategic necessities of the soccer field. Can we learn from Pele processes for team work?   2 Comments

Thoughts on Mediation, Barack Obama, and Our Political Future (5/27/08)
Kenneth Cloke
The emergence of Barack Obama as the front-runner for the Democratic nomination, and thus for the Presidency of the United States, presents us with unprecedented opportunities to influence global dispute resolution strategies and shift the prevailing paradigm of adversarial politics and diplomacy.   1 Comment

Negotiation Lessons from the Pawnshop (5/21/08)
Jay Folberg
My resume is loaded with Alternative Dispute Resolution credentials: law school professor and then a dean; teaching negotiation and mediation for decades on several continents; writing books and dozens of articles; negotiating and mediating lawsuits with up to eight-figure payouts; and serving on umpteen advisory boards and “blue ribbon” commissions. But my resume is not the reason you should follow my advice about negotiation. The reason you should pay attention to what I have to say is that I am the son of a pawnbroker.   4 Comments