The Role of Issues in Negotiation: Framing, Linking, and Ordering
Daniel Druckman and Lynn Wagner, Negotiation Journal
Three aspects of negotiation issues are framing (types of issues), linking (relationships among the issues), and ordering (procedures for discussing them). In this essay, we review the relevant experimental and case study literatures on each of these aspects and consider interactions among them. Framing includes distinctions among abstract and concrete issues, values and interests, and broad formulas and the details needed to implement them. Linking can be either substantive or tactical, involves...

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It‘s Tough To Negotiate by Email!
Phyllis G. Pollack, PGP Mediation
A recent study confirms what my gut has told me: that negotiating by e mail definitely has its challenges. In an April 5, 2021 blog post entitled “The Pitfalls of Negotiations Over Email” by the PON Staff, the writer concludes that negotiating by e mail has many more disadvantages than advantages. In a study by Justin Kruger of New York University, Nicholas Epley of the University of Chicago and Justin Parker and Zhi-Wen Ng of the University of Illinois at Urbana-Champaign, these researchers...

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‘I Sometimes Catch Myself Looking Angry or Tired …’: The Impact of Mediating by Zoom
Dwight Golann, SSRN
At the outset of the COVID pandemic, many mediators and lawyers were dubious at best about mediating over the internet using platforms such as Zoom. Working through virtual windows with emotional people to solve difficult conflicts seemed impractical, they thought, making it at best only a temporary substitute for the in-person process. The author interviewed twenty professional legal mediators who had conducted in total more than 1,100 Zoom mediations, to learn about their actual experiences with...

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