I just listened to an episode of a This American Life podcast entitled 129 Cars, referring to a car dealership’s monthly sales quota. A team of reporters followed various people at a Long Island dealership for a month and the episode sounds like a sitcom. But it is very real, reflecting tensions in negotiations between … Continue reading Real Car Dealing
In another post, I discuss Louis C.K.’s apology for his repeated sexual misconduct. Although he apparently didn’t settle claims for this conduct (that I have read about, anyway), other wrongdoers certainly have done so. In those cases, lawyers have negotiated the settlements, which typically include strict provisions requiring confidentiality, often with harsh liquidated damage provisions … Continue reading Lawyers’ Ethical Responsibility in Negotiating Confidential Settlements on Behalf of Serial Lawbreakers
If so, you have a lot of company. Having reviewed negotiation publications and listened to colleagues, I can confidently assert that most of us grossly misuse the term “BATNA.” This is one of my pet peeves, which drives me crazy – an admittedly short excursion. I discussed this in my top-notch post, BATNA, MLATNA – … Continue reading Do You Use “BATNA” Wrong?
Here are the published versions of the articles from Missouri’s symposium last year, Moving Negotiation Theory from the Tower of Babel Toward a World of Mutual Understanding. Clicking on the titles below will take you to the abstracts with more information for most of the articles as well as a link to the articles themselves. … Continue reading Published Versions of Tower of Babel Symposium Articles
In the last post in this Stone Soup mini-course, I summarized Stewart Macaulay’s classic article using qualitative methods, Noncontractual Relations in Business. This post elaborates. When I was a sociology grad student at Wisconsin, I got a chance to meet Stewart Macaulay, a really charming guy who was on the law school faculty. I remember … Continue reading Stone Soup Mini-Course: More About Macaulay’s Noncontractual Relations in Business Article
From WFOI Elayne Greenberg: The Hugh L. Carey Center for Dispute Resolution at St. John’s School of Law and the Financial Industry Regulatory Authority (FINRA) invite you to participate in the ninth annual Securities Dispute Resolution Triathlon, a competition of competence in the dispute resolution field. The triathlon is the first and only competition to … Continue reading 2017 Securities Dispute Resolution Triathlon
Political eons ago – 20 days ago, to be precise – President Trump had a successful negotiation of sorts. If you can remember that far back, that’s when the House of Representatives approved a health care bill that Mr. Trump advocated. In prior posts, I discussed Mr. Trump’s failure to win adoption of his original … Continue reading President Trump’s Negotiation Skills (or Lack Thereof) – Part 4
The first two parts of this series describe President Trump’s recent problems in negotiation, here and here. In the continuing media analysis of his negotiation skills (or lack thereof), USA Today’s Jill Lawrence writes that he is a “nightmare negotiating partner.” Ms. Lawrence, the author of The Art of the Political Deal, says, “The only … Continue reading President Trump’s Negotiation Skills (or Lack Thereof) – Part 3
I recently posted one item focusing on President Trump’s approach to negotiation generally, using Mexico as an example of a negotiation partner, and another one analyzing his approach to dealing with North Korea. MFOI Elayne Greenberg pointed me to an article on the BBC website discussing the approach of another world leader, Pope Francis. He … Continue reading An Alternative Approach to International Negotiation
This adds to my recent post where I cited news accounts of how Mr. Trump’s negotiation gambits about building a border wall and withdrawing from NAFTA are backfiring with Mexico. Mexican officials interpreted his threats as bluffs and hardened their positions – the opposite of Mr. Trump’s goals in the negotiations. The problem of taking … Continue reading President Trump’s Negotiation Skills (or Lack Thereof) – Part 2
