Negotiation
Can You Hear Me Now? How Reflective Listening Can Help With Negotiating
May 30, 2017
When you use reflective listening the central question isn’t what can you do for this person but rather, “How does this person see themselves and their situation?” This requires empathy, your desire to understand the person from his or her internal frame of reference rather than from some external point of view. The empathic listener tries to get inside the other’s thoughts and feelings. A person who sees that a listener is trying to understand him or her will be willing to explore his or her problems...
May 30, 2017
When you use reflective listening the central question isn’t what can you do for this person but rather, “How does this person see themselves and their situation?” This requires empathy, your desire to understand the person from his or her internal frame of reference rather than from some external point of view. The empathic listener tries to get inside the other’s thoughts and feelings. A person who sees that a listener is trying to understand him or her will be willing to explore his or her problems...
United Airlines Pressured to Pay Damages Over Death of Giant Rabbit
May 22, 2017
The owners of a giant rabbit named Simon who was found dead after a United Airlines flight demanded on Monday that the airline pay damages, order an outside investigation and re-evaluate how it handles animals on flights. Attorneys for Simon’s owners, who purchased him in hopes of winning the title of world’s largest rabbit at the Iowa State Fair this summer, said they would take legal action if United failed to respond within seven days. The lawyers say it is possible the 3-foot-long (1-meter)...
May 22, 2017
The owners of a giant rabbit named Simon who was found dead after a United Airlines flight demanded on Monday that the airline pay damages, order an outside investigation and re-evaluate how it handles animals on flights. Attorneys for Simon’s owners, who purchased him in hopes of winning the title of world’s largest rabbit at the Iowa State Fair this summer, said they would take legal action if United failed to respond within seven days. The lawyers say it is possible the 3-foot-long (1-meter)...
Can’t Get a Word in Edgewise? How to Short Circuit the Serial Interrupter.
May 12, 2017
A negotiation or mediation should have a flow or rhythm. Ideally both parties are actively listening to each other and expressing themselves in an effective and professional manner. Although each side is trying to get the most benefit from an agreement, both sides understand any agreement is a two-way street where they both have to have their needs met. Why would one party interrupt the other? The person wants to dominate the conversation and show he or she has power. The person wants to actively...
May 12, 2017
A negotiation or mediation should have a flow or rhythm. Ideally both parties are actively listening to each other and expressing themselves in an effective and professional manner. Although each side is trying to get the most benefit from an agreement, both sides understand any agreement is a two-way street where they both have to have their needs met. Why would one party interrupt the other? The person wants to dominate the conversation and show he or she has power. The person wants to actively...
Negotiations Work Best When Both Sides Have Similar Personality Traits
May 11, 2017
Negotiations work best when both sides have matching personality traits—even if they’re both disagreeable—according to research from the University of Georgia Terry College of Business. Conventional wisdom would suggest that people who are outgoing and accommodating are better suited to negotiate, but a study co-authored by assistant professor of management Fadel Matta found two sides can reach accord through their common discord. “Normally, you would consider agreeableness—that you’re...
May 11, 2017
Negotiations work best when both sides have matching personality traits—even if they’re both disagreeable—according to research from the University of Georgia Terry College of Business. Conventional wisdom would suggest that people who are outgoing and accommodating are better suited to negotiate, but a study co-authored by assistant professor of management Fadel Matta found two sides can reach accord through their common discord. “Normally, you would consider agreeableness—that you’re...
What to Do When Big Bad Companies Won’t Negotiate
May 4, 2017
The authors reprise and update their earlier work “Last Plane Out” to examine the state of the art of negotiation with large companies who are repeat players in negotiation (airlines, Amazon, government agencies, retailers and others), analyzing past practices of “customer is always right” to current efforts to routinize and “electronocize” negotiations with customers, who are sometimes “one-off” negotiators. The authors analyze how both problem solving and more routinized negotiations...
May 4, 2017
The authors reprise and update their earlier work “Last Plane Out” to examine the state of the art of negotiation with large companies who are repeat players in negotiation (airlines, Amazon, government agencies, retailers and others), analyzing past practices of “customer is always right” to current efforts to routinize and “electronocize” negotiations with customers, who are sometimes “one-off” negotiators. The authors analyze how both problem solving and more routinized negotiations...
Making the Most of the First-Offer Advantage: Pre-Offer Conversation and Negotiation Outcomes
May 2, 2017
Why do some negotiators benefit from making the first offer during negotiations while others do not? This study explores the contents of conversations that take place before negotiators make their first offers in order to learn more about the differences between ultimately successful first offers that benefit from anchoring effects and ultimately unsuccessful ones in which negotiators apparently derive no benefit from making the first offer. In-depth qualitative analyses of the conversations that...
May 2, 2017
Why do some negotiators benefit from making the first offer during negotiations while others do not? This study explores the contents of conversations that take place before negotiators make their first offers in order to learn more about the differences between ultimately successful first offers that benefit from anchoring effects and ultimately unsuccessful ones in which negotiators apparently derive no benefit from making the first offer. In-depth qualitative analyses of the conversations that...
What Ben Affleck and Jennifer Garner’s Unusual Divorce Filing Says About Their Split
April 30, 2017
From People: Jennifer Garner and Ben Affleck continue to be a united front — even through their divorce. The former couple officially filed divorce papers on Thursday — coordinating the filing of near-identical documents at the same time. In a somewhat unusual legal move, they both cited in pro persona, a legal term which means that, at least on the record, they are representing themselves and don’t cite a lawyer representing them. That’s a way of keeping their case extra-private as well...
April 30, 2017
From People: Jennifer Garner and Ben Affleck continue to be a united front — even through their divorce. The former couple officially filed divorce papers on Thursday — coordinating the filing of near-identical documents at the same time. In a somewhat unusual legal move, they both cited in pro persona, a legal term which means that, at least on the record, they are representing themselves and don’t cite a lawyer representing them. That’s a way of keeping their case extra-private as well...
Can’t Get a Word in Edgewise? How to Short Circuit the Serial Interrupter
April 29, 2017
A negotiation or mediation should have a flow or rhythm. Ideally both parties are actively listening to each other and expressing themselves in an effective and professional manner. Although each side is trying to get the most benefit from an agreement, both sides understand any agreement is a two-way street where they both have to have their needs met. If one party or both are interrupting each other, there is no flow or rhythm and frustration and anger can mount,...
April 29, 2017
A negotiation or mediation should have a flow or rhythm. Ideally both parties are actively listening to each other and expressing themselves in an effective and professional manner. Although each side is trying to get the most benefit from an agreement, both sides understand any agreement is a two-way street where they both have to have their needs met. If one party or both are interrupting each other, there is no flow or rhythm and frustration and anger can mount,...
BATNAs in Negotiation: Common Errors and Three Kinds of ‘No’
April 27, 2017
The best alternative to a negotiated agreement (“BATNA”) concept in negotiation has proven to be immensely useful. In tandem with its value in practice, BATNA has become a wildly successful acronym (with more than14 million Google results). But the initial characterization of this concept in Getting to Yes (Fisher, Ury, and Patton 1991) as well as many later interpretations can be problematic, limiting, and even misleading in several ways, which this article analyzes and illustrates. First, early...
April 27, 2017
The best alternative to a negotiated agreement (“BATNA”) concept in negotiation has proven to be immensely useful. In tandem with its value in practice, BATNA has become a wildly successful acronym (with more than14 million Google results). But the initial characterization of this concept in Getting to Yes (Fisher, Ury, and Patton 1991) as well as many later interpretations can be problematic, limiting, and even misleading in several ways, which this article analyzes and illustrates. First, early...
The Effects of Perceived Procedural Justice on Conflict Management
April 21, 2017
In this study, we examined the role that perceived procedural justice (PPJ) plays in the conflict management behaviors that intimate spouses adopt and endorse. In this context, PPJ has been defined as the degree to which one perceives that his or her spouse makes decisions fairly, considerately, and in a participatory manner. To test the impact of perceived procedural justice on conflict resolution behavior, we applied the dual-concern model of conflict management style. In an experiment in which...
April 21, 2017
In this study, we examined the role that perceived procedural justice (PPJ) plays in the conflict management behaviors that intimate spouses adopt and endorse. In this context, PPJ has been defined as the degree to which one perceives that his or her spouse makes decisions fairly, considerately, and in a participatory manner. To test the impact of perceived procedural justice on conflict resolution behavior, we applied the dual-concern model of conflict management style. In an experiment in which...
