NEGOTIATION MYTHS: HOW NEGOTIATING IS LIKE GOLF

Oct 30, 2012 By: Charles B. Craver

When I teach continuing legal education courses on Effective Legal Negotiation, I am amazed by two significant negotiation myths. The first is

TENSION BETWEEN VALUE CREATION AND VALUE CLAIMING

Oct 25, 2012 By: Charles B. Craver

During every bargaining interaction, the parties work to create value to enable them to maximize the joint returns generated. Once they ascertain

NEGOTIATING OVER THE TELEPHONE

Oct 23, 2012 By: Charles B. Craver

A substantial portion of legal negotiations take place over the telephone. Individuals often wing it on the phone since the other side

THE IMPORTANCE OF INFORMATION EXCHANGE IN LEGAL NEGOTIATION

Oct 18, 2012 By: Charles B. Craver

When the serious discussions begin, negotiators have to generate efficient information exchanges. What is the optimal way to learn about the other

IMPACT OF NEGOTIATOR STYLES ON BARGAINING INTERACTIONS

Oct 16, 2012 By: Charles B. Craver

Most negotiation books divide negotiators into two different styles. The Cooperative/Problem-Solving (“win-win”) approach where the persons move psychologically toward the other side,

LEGAL NEGOTIATION ETHICS

Oct 11, 2012 By: Charles B. Craver

Joe Plaintiff and Sarah Defendant get together to negotiate about the settlement of a law suit. Joe Plaintiff is authorized to accept

LEGAL NEGOTIATION: IMPORTANCE OF NEGOTIATION PROCESS

Oct 9, 2012 By: Charles B. Craver

Many individuals find bargaining interactions to be highly stressful experiences. As a result of their anxiety, they behave in an unpleasant manner.

ESTABLISHING RAPPORT AND TONE WHILE NEGOTIATING

Oct 4, 2012 By: Charles B. Craver

When impatient individuals commence bargaining interactions, they tend to move quickly into the information exchange with minimal preliminary discussions with the other

NEGOTIATION STAGES

Oct 2, 2012 By: Charles B. Craver

Many persons think of bargaining interactions as wholly unstructured endeavors. They spend a few minutes planning their opening positions and establishing their

THE ENDOWMENT EFFECT

Sep 27, 2012 By: Charles B. Craver

Transactional negotiators endeavoring to buy or sell commodities or trying to enter into licensing arrangements should appreciate the impact of the endowment

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