Joshua N. Weiss
Articles:Josh begins a series on managing your emotions in a negotiation. Negotiating With Employees And Colleagues In Tough Times In this podcast, Josh answers a listener's negotiation challenge related to the dismissal of an employee. Real World Interest Based Example — Newspaper Negotiation In this podcast, Josh looks at a creative negotiation solution that saved a small newspaper in Maine from going out of business. Real World Example — Negotiating a Dismissal In this podcast, Josh answers a listener's negotiation challenge related to the dismissal of an employee.< Negotiating For Foreclosed Properties In this podcast Josh interviews Tony Ozelis, who deals with foreclosed properties. They discuss some unique aspects of negotiating for these kinds of properties and provide some tips for how to prepare to enter into this type of negotiation Real World Interest Based Example: A Contract Negotiation In this podcast, Josh discusses a real world interest based contract negotiation in the Sales context. Through creative thinking, the parties got out of a difficult problem. Real World Interest Based Example — Heath Care Arena In this podcast, Josh discusses a real world example from the Health Care arena where an interest based approach was employed and yielded wonderful results. Real World Interest Based Example — Sinai In this podcast Josh begins a series of real world interest based examples. The focus is on the negotiation between Egypt and Israel over the Sinai Peninsula. Ending A Negotiation In this podcast, Josh discusses how to end a negotiation the proper way when you either reach agreement or you do not Obama's Negotiation with Iran In this podcast Josh discusses US President Barack Obama's decision to negotiate with Iran. Negotiating With Yourself In this podcast Josh talks about ways to negotiate with yourself to give you the best chance of keeping your New Year's Resolution.< Reality Testing Questions In this podcast Josh explains the idea of reality testing questions, when to ask them, and how to go about crafting them. Negotiations Over Job Performance Metrics In this podcast, Josh tackles the issue of how to negotiate when job performance metrics seem to be coming into conflict. Selecting The Right Negotiation Training In this podcast Josh interviews Melissa Manwarring, about how to select the right negotiation training and how to get the most out of it when you attend.< Negotiating Your Way In A New Organization In this podcast Josh gives a few tips for how to negotiate your way in a new organization — from understanding the organizational culture to when to give advice as a new employee. MP3 File Interview with Stewart Levine What are you trying to do with your agreement? In this podcast Josh talks with author Stewart Levine about trying to reach agreements the provide results rather than agreements that are protective and limiting I nature. MP3 File Deciding to enter negotiations — Interview with David Waneti In this interview Josh and David Wanetick discuss the issue of how to decide whether to enter into a negotiation or not. Mr. Wanetick highlights some of the perils of entering every negotiation and explains how you can decipher essential vs. unessential negotiations. MP3 File Negotiating with a Competor In this podcast Josh continues his series of negotiating with certain conflict styles by discussing how to negotiate with a competor. MP3 File Negotiating with an Accommodator In this podcast Josh continues his five part series about negotiating with different styles — tackling how to negotiate with an Accommodator. MP3 File Negotiating With An Avoider In this podcast Josh discusses some ideas about how to negotiate with someone who has an avoiding style in a negotiation. MP3 File Negotiating With Governments In this podcast Josh talks with Jes Salacuse, a professor at Tufts University, about how to negotiate with governments. Salacuse contends both that we have to negotiate with governments all the time and the negotiation process is not as lopsided as it may initially seem. MP3 File Having Difficult Conversations In this podcast Josh engages Sheila Heen — one of the authors of the best selling book Difficult Conversations — to discuss this subject in some detail. MP3 File Having Difficult Conversations In this podcast Josh engages Sheila Heen — one of the authors of the best selling book Difficult Conversations — to discuss this subject in some detail. MP3 File Emotional Intelligence and Negotiation This podcast explores the connection between Emotional Intelligence and negotiation. To help Josh discuss this concept is Claire Baldwin. MP3 File Generational Negotiations In this podcast Josh interviews Dr. Cathy Rodgers and Dr. Scott Mills, two generational negotiation experts. The three discuss the dynamics found in generational negotiations and some tips for how to manage them. MP3 File Great, and Not So Great, Expectations In this podcast Josh focuses on expectations — both the high and low of the parties involved. Differing expectations can cause problems in negotiations if not addressed. Josh offers a few ideas on how to manage differing expectations when they exist. MP3 File Leadership and Negotiation: Interview with Michael Watkins In this podcast Josh talks with Professor Michael Watkins about his book "Shaping the Game: The New Leader's Guide to Effective Negotiating." The book focuses on the nexus between leadership and negotiation and how negotiation has become a central skill for leaders in today's world. MP3 File Denial ain't just a river in Egypt In this podcast Josh talks about the positives and negatives of denial in the context of negotiation — a realm where it can have a significant impact. MP3 File Negotiation Tip: Blocks to Understanding BATNA In this podcast Josh discusses the mental blocks that many people hold when it comes to understanding and exercising their BATNA. MP3 File Interview with Moty Cristal In this interview Josh talks with crisis negotiator Moty Cristal about his experinces. MP3 File Implementability Reaching agreements that are geared toward easier implementation. Download File Breaking Robert's Rules In this podcast Josh talks to Professor Larry Susskind about his book Breaking Robert’s Rules in which he offers a consensus building process as an alternative to the more traditional Robert’s rules of order. MP3 File Negotiation Tip: What is the Difference? In this podcast Josh discusses the difference between negotiation, mediation, and arbitration in response to listener’s emails. MP3 File Negotiation Tip: Deeper Culture In this podcast Josh goes beyond the superficial cultural notions and discusses a deeper level of culture that can have a hidden and very profound impact on a negotiation process. MP3 File Negotiation Tip: Race and Negotiation In this podcast Josh talks about the difficult problem of Race and Negotiation with his colleague Stuart Rankin. Among the things they discuss is understanding race in the context of ones larger identity and how that manifests itself in a negotiation process. MP3 File Negotiation Tip: When no agreement ain't so bad In this podcast Josh explores how not reaching an agreement can actually be in your interest depending on the circumstances. MP3 File Negotiation Tip: Transferring Experiences: Help or Hindrance In this podcast Josh discusses the issue of transferring experiences from past negotiations to current ones. He focuses on both the dangers in doing so as well as the benefits. MP3 File Negotiation Tip: Issues in Friendly Negotiations In this podcast Josh tackles the issue of what to do when colleagues, co-workers, or friends use the relationship to hold a negotiation hostage and how to get out of that trap. MP3 File Attribute This! In this podcast Josh discusses the concept of Attribution Theory and its impact on negotiation and handling conflict. MP3 File Negotiation Tip: Beyond Reason This week, Josh interviews Daniel Shapiro, Associate Director of the Harvard Negotiation Project, and co-author of "Beyond Reason: Using Emotions As You Negotiate." http://www.beyond-reason.net/ MP3 File Negotiation Tip: Art of Questioning This week, Dr. Weiss discusses The Art of Questioning. Asking the right questions is essential in a successful negotiation. MP3 File Negotiation Tip: Negotiating with Email Josh discusses some guidelines for negotiating with email and how to avoid the pitfalls that plague many of these virtual negotiations. MP3 File Negotiation Tip: The Listening Negotiator If you accept the premise that information is the currency of negotiation, the way to open up the door to that information is by listening. This week, Josh discusses the skill of listening in a negotiation. MP3 File Negotiatoin Tip: Not 'Just the Facts' In this podcast Josh talks about how a focus on 'just the facts' can be a misleading trap for negotiators given that meaning is placed on top of any facts in a negotiation. MP3 File Negotiation Tip: Fair Negotiator and Negotiating with Fairness It is said that fairness is based on equality. However, as many negotiators know, the concept of fairness is subjective and depends greatly on what's been agreed upon by both parties. Dr. Weiss outlines a few approaches you can use to arrive at a concept of fairness that's fair and equal for everyone involved. MP3 File From Josh Weiss The Mediate.com newsletter is such a great window into the current ideas and creative thinking of people in our field. I read it because the articles are short and sweet, it comes to my inbox, and I feel it helps keep me up to date on what is happening. Negotiation Tip: Choosing the Right Standard This week, Josh gives us tips on how to choose the right external standard, using the purchase of a used car as an example. MP3 File Negotiation Tip: Closed Mind What's the most difficult dynamic for you to deal with in a negotiation? Dr. Weiss discusses his idea of the most challenging dynamic -- the inflexible, closed mind -- and offers a few approaches for managing this dynamic in a negotiation. MP3 File Getting Them To Come To The Table In this podcast Josh tackles the problem of how to get people to the negotiating table when it appears they don't want to or have resisted previous attempts. MP3 File Improvising your way -- an interview with Michael Wheeler In this podcast, Josh interviews Harvard Business School professor Michael Wheeler about the role of improvisation in negotiation and how it can help negotiators in many different situations and contexts. MP3 File Race and Negotiation Part Deux In this interview with Dr. Kathrine Cramer Walsh, Josh continues the quest to understand the issue of race and negotiation. Dr. Walsh offers some very useful tips for negotiating in this context. MP3 File Negotiation Tip: Psychological Traps In many negotiation processes there are a number of psychological traps lurking in the background. We can fall prey to these traps very easily. This podcast touches on two traps, namely entrapment and anchoring, and gives the listener a sense of what the traps are about, how to recognize them, and how to stay out of them. MP3 File Determining Your Rate In this podcast Josh discusses a problem posed by a listener on how you determine your rates and feel very comfortable with your decision around this issue and problem. MP3 File Crazy Wisdom In this podcast Josh infuses the conversation about negotiation with a little bit of crazy wisdom. He draws on a wonderful book by Wes Nisker called, you guessed it, Crazy Wisdom. MP3 File Negotiation Tip: Understanding Alternatives Dr. Weiss continues to discuss key skills you need for successful negotiations, this week it's Skill #3: Understanding Alternatives. MP3 File Negotiation Tip: Negotiating Fear Much of what negotiators do in a negotiation is motivated by fear. Josh pushes us to think how fear motivates us in our conflict situations, and in this podcast gives us a few examples of how fear impacts the negotiation dynamic. MP3 File Negotiation Tip: Negotiating with Email Josh discusses some guidelines for negotiating with email and how to avoid the pitfalls that plague many of these virtual negotiations. MP3 File Negotiation Tip: Empathy Learning to understand the "other" side is important for successful negotiations. MP3 File Negotiation Tip: Passive-aggressive negotiator This week, Josh addresses the challenge of dealing with a passive-aggressive negotiator. MP3 File Negotiation Tip: Interview with William Ury In this podcast Josh talks with world-renowned negotiator and best selling author William Ury about his new book "The Power of a Positive No: How to say no and Still get to yes." MP3 File What is the difference? In this podcast Josh discusses the difference between negotiation, mediation, and arbitration in response to listener's emails. MP3 File Negotiation Tip: Negotiating Against Yourself In this podcast Josh discusses the problem of negotiating with yourself, how it happens, and what dynamics usually push people into doing this. MP3 File Podcasting: A New Tool to Plant and Sow the Seeds of Negotiation and Mediation As most know, the Internet and related technologies have made many things possible that were almost inconceivable only a few decades ago. In addition to everything that is out there, we can now add the increasingly invaluable tool of Podcasting to the list. Negotiation Fatigue Syndrome: A significant barrier to reaching “good” agreements Negotiation Fatigue Syndrome (NFS) most often sets in when one’s desire for agreement is high, while simultaneously their fatigue level is also high. As these two elements converge, the interests of the party fades dangerously from the picture. NFS may arise at various points in the negotiation process, but is most inopportune where an agreement is apparently tantalizingly close, that is often with one final remaining issue. As an agreement reaches a critical near conclusion three possible paths emerge. 1 Comment Framing GABI as GRIT in the Middle East In the past few months much has transpired in the conflict between the Israelis and Palestinians. Most of it has continued to be destructive, frustrating, and down right depressing for all involved. So, what does it all mean? Without being coy, it depends on where you sit and why you sit there...in short, it depends on framing. A New Precedent with Paradigmatic Importance: The Geneva Accord Whatever one thinks of the substance of the recently released Geneva Accord, which unofficially seeks to comprehensively deal with the Israeli Palestinian conflict, is frankly irrelevant. In fact, whether this accord has any concrete impact at all is not what is important. The mere fact that the accord was conceived, negotiated, agreed upon, and put forth for the world to see is what is really important. Why would I make such a claim? 3 Comments Incrementaled to Death: Peacemaking in the Middle East This article challenges the recurrent approach to peacemaking in the Middle East conflict between the Israelis and Palestinians. It suggests that the slow incremental approach, while designed to build trust between the parties, does not do that due to spoilers and has been tried and failed. This will happen again because neither population sees any progress on the core of the conflict. An alternative, more radical approach, employed in other conflicts is suggested to break this ineffective approach in this specific conflict. 6 Comments Why Has Negotiation Gotten a Bad Name? You can't negotiate with terrorists! You can't negotiate with rogue states like Iraq and North Korea that would be rewarding their threatening and bad behavior! You wouldn't negotiate with Hitler would you look what happened to Chamberlain! 5 Comments  |
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