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The Theory of the Negotiation

June 3rd, 2016

Whether in a negotiation or a mediation, one should consider the psychology of persuading the other parties involved, rather than just plowing ahead with a rights-based focus. Coming up with a theory of the negotiation can hone one’s preparation and engagement in the negotiations in question.

To truly persuade someone to say ‘yes’, we need to tell a story that works consciously or subconsciously to move the other party to agreement. Most people compare a proposed deal to what they want, what they need, what they feel is fair, what they feel entitled to, or what they can do without us. So to get others to agree with us, we need to approach the negotiation in a way that persuades them on one or more of those fronts.
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News

Report on Judicial Dispute Resolution

May 27th, 2016

Seven Ways To Say No

May 20th, 2016

Starting A Mediation Practice/Career

May 13th, 2016

Mediation for High Performance Sports Disputes

July 21st, 2015

ADR Chambers Banking Ombuds Office Approved as an External Complaints Body for Banks by Government

June 17th, 2015

Summary Judgment Arbitration

July 30th, 2014

International Guidelines Aim to Ensure Fairness

March 19th, 2014

The Case For Mediation and Arbitration of Franchise Disputes

October 30th, 2013

Independent Franchise System Ombudsman Programs

October 30th, 2013