Articles and Video:
Negotiation 101 tells us that we must develop a clear understanding of what our best alternative is to negotiating an agreement (“BATNA”) in advance of the negotiation in case the impasse cannot be overcome. A negotiator’s BATNA is the course of action or, if you like, the path he/she will take if a resolution to the impasse cannot be reached through direct negotiation. 1 Comment
The Times They Are a-Changin' (08/13/13)
The standard for hiring mediators used to be ex judges and lawyers. Findings suggest that there has been a shift in North America and Europe. 1 Comment
The Man Who Led Us To Yes (04/12/13)
The recent death of US negotiation guru Roger Fisher reminds Tony Dempsey of old confrontations and lessons learned in how to achieve creative outcomes. As he learned from Roger Fisher, “parties should focus on their own interests and developing creative options that meet those interests."