• View the Talks
• 46 min
  1. Negotiations and bargaining: introduction

  • Prof. Charles B. Craver
• 50 min
  2. Negotiations & bargaining: styles & stages

  • Prof. Charles B. Craver
• 44 min
  3. Negotiations and bargaining: techniques

  • Prof. Charles B. Craver
• 91 min
  4. Using integrative bargaining to achieve mutually beneficial agreements

  • Prof. Carrie Menkel-Meadow
• 33 min
  5. The inherently distributive aspects of many bargaining interactions

  • Prof. Donald G. Gifford
• 46 min
  6. Secrets of power negotiating

  • Mr. Roger Dawson
• 22 min
  7. Psychological barriers to negotiation

  • Prof. Andrea K. Schneider
• 49 min
  8. The critical nature of non-verbal signals in negotiation

  • Dr. Wendi Adair
• 58 min
  9. Negotiation: telephonic and email

  • Prof. Kimberlee Kovach
• 42 min
  10. The use of mindfulness meditation to reduce bargaining anxiety

  • Ms. Rachel A. Wohl
• 52 min
  11. Negotiation ethics

  • Prof. Art Hinshaw
• 32 min
  12. Trust in negotiation

  • Prof. Roy J. Lewicki
• 49 min
  13. Negotiating across cultures

  • Prof. Jeswald W. Salacuse
• 35 min
  14. Negotiating in European Union countries

  • Mr. Lothar Katz
• 45 min
  15. Negotiating through a mediator

  • Prof. Dwight Golann
• 65 min
  16. Managing business conflict: the use of "alternative dispute resolution" in business disputes

  • Prof. Thomas J. Stipanowich

Printable Handouts

PDF

Navigable Slide Index

1. Introduction
2. Talk theme
3. Tactics must be modified
4. Traditional approaches and an alternative
5. The mediator's goals
6. How can a mediator help?
7. Talk outline
8. Use mediation to "shape the field"
9. A reluctant lawyer
10. What are the damages?
11. Influence the format
12. Tete-a-tete
13. Ask the mediator to focus on issues
14. Causation confusion
15. Ask the mediator to explore options
16. A future relationship?
17. Use a mediator to support a "hard" bargainer
18. Use a mediator's perceived neutrality
19. Ask for information about the other party
20. Use a mediator's ability to play variety of roles
21. Example: angry physician
22. Use mediation to educate an unrealistic opponent
23. An unrealistic client
24. Use a mediator's impasse - breaking skills
25. Thinking over an offer
26. Preparing to mediate
27. Selecting a mediator
28. Who should be present?
29. What format do I want?
30. Educating the mediator
31. Preparing the client
32. Goals for the opening session
33. Structuring an opening statement
34. The opening statement
35. Post-opening discussions
36. The first caucus: information gathering
37. First caucus choices
38. The first caucus: bargaining
39. Later caucuses (1)
40. Later caucuses (2)
41. Responses to impasse
42. An option: modify the mix
43. Other options
44. Another option: suggest adjournment
45. If mediation fails

Topics Covered

• Approaches to advocacy
• Borrowing a mediator's powers
• Selecting a mediator
• Securing presence of decisionmakers
• Premediation interventions
• Preparing the client
• Goals for the opening session
• Focusing the agenda
• Using the mediator's neutrality
• Asking for information
• Changing opponent's view of merits
• Choices and tactics for the first caucus meeting
• Resetting the agenda in later caucuses
• Influencing final offers
• Responses to impasse

Links

Series:

• Negotiations and Bargaining

Categories:

• Management, Leadership & Organisation

Talk Citation

Publication History

• Published on October 27, 2011