Jonathan E. Pearl
“You can Listen as well as you Hear”
The great 1988 power-ballad “In The Living Years” by Mike and the Mechanics portrays a son lamenting how he and his father were for ever...
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Jonathan E. Pearl
- Nov 25, 2019
- 3 min
Is your HR Mediating enough?
The Gibbons Review (2007)[1] of workplace dispute resolution recommended that early-stage mediation be used to resolve workplace...
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Jonathan E. Pearl
- Nov 18, 2019
- 3 min
How to make concessions like a boss!
Make sure you Anchor Most important first step in making any concessions in negotiation is to anchor the original offer. Spend some time...
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Jonathan E. Pearl
- Nov 13, 2019
- 3 min
Tactics 101: The Negotiation Embrace
Virgil’s famous saying "Timeo Danaos et dona ferentes" roughly translates to: "Beware of Greeks bearing gifts". Virgil was writing about...
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Jonathan E. Pearl
- Nov 11, 2019
- 1 min
Negotiation Tactics 101: #5: No Authority
It's important when entering any negotiation to make sure that your counterpart has the decision-making power to conclude your...
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Jonathan E. Pearl
- Nov 6, 2019
- 1 min
Reciprocity. It's a sweet thing...
A study in reciprocity found that a waitress who gives a single sweet to each dinner guest at the end of a meal leads to an average 3.3.%...
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Jonathan E. Pearl
- Nov 4, 2019
- 1 min
6 Steps to Counter an Offer
1. Set your target price (your goal). 2. When calculating your target price use precise non-round numbers like, say, £437,500 rather than...
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Jonathan E. Pearl
- Nov 1, 2019
- 1 min
Those darn Jammy Dodgers
It you're anything like me you hate choosing your menu options when you're in a restaurant serving lots of food that you really love. I...
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Jonathan E. Pearl
- Oct 30, 2019
- 2 min
Negotiation Tactics 101: "Highball/Lowball"
Elsewhere in this blog I extol the virtues of "anchoring" - stating a price early on as a means of setting expectations. This is a good...
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Jonathan E. Pearl
- Oct 29, 2019
- 2 min
Negotiation Tactics 101: #3 "Snow Job"
A "snow job" is a particularly common tactic negotiation designed to confuse and distract you - and to tie up your resources. The...
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Jonathan E. Pearl
- Oct 29, 2019
- 2 min
Negotiation Tactics 101: The "bogey"
A bogey is a particular issue that one side in negotiation pretends is vitally important to the deal, though in reality it is...
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Jonathan E. Pearl
- Oct 28, 2019
- 1 min
When's the best time to negotiate?
According to studies our peak mental agility occurs 2-4 hours after waking up. After that our willpower slowly leaks away. Carl Icahn -...
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Jonathan E. Pearl
- Oct 23, 2019
- 3 min
Co-Mediation: Is it a case of "....too many cooks"?
I have only done one co-mediation. It was arranged in a hurry when I was volunteering for the Free Mediation Project at the Royal Courts...
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Jonathan E. Pearl
- Oct 23, 2019
- 1 min
Mirror, Mirror on the wall!
"Mirroring" is a great technique that mediators can use to build rapport with the parties. This can range from mirroring the parties'...
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Jonathan E. Pearl
- Oct 22, 2019
- 1 min
"Good Cop, Bad Cop"... and other common tactics.
A study by the American Management Association of negotiation tactics found the following were the most commonly used: 1. ...
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Jonathan E. Pearl
- Oct 9, 2019
- 2 min
The Reasons that Negotiations Fail
It’s a truism that managing negotiations is 70% EQ and 30% IQ. If you don’t manage your own, and your opposite number’s emotions….YOU...
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Jonathan E. Pearl
- Oct 3, 2019
- 2 min
Don't Kill The Joint Session in Mediation!
The Joint Session comes in for a lot of criticism: · The joint session is increasingly unpopular in the U.S. Which is partly driven...
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Jonathan E. Pearl
- Oct 1, 2019
- 3 min
Notes to my cousin Vinny: How to Sabotage a Mediation
Notes to My Cousin Vinny: How to Sabotage a Mediation 1. Don't bother delivering a Statement of Issues or a Mediation Brief in...
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Jonathan E. Pearl
- Sep 17, 2019
- 6 min
Anchors Away!
I once attended a sales pitch by some very cute guys from Microsoft. They launched into their PowerPoint presentation, which was...
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Jonathan E. Pearl
- Sep 10, 2019
- 3 min
Negotiating like a boss! With Jack Donaghy from 30Rock
Jack Donaghy (from TV’s 30Rock show) is a big-time TV exec. struggling to negotiate down his Nanny’s hourly rate. [You can see the whole...
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