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...

The Gibbons Review (2007)[1] of workplace dispute resolution recommended that early-stage mediation be used to resolve workplace...

Make sure you Anchor Most important first step in making any concessions in negotiation is to anchor the original offer. Spend some time...

Virgil’s famous saying "Timeo Danaos et dona ferentes" roughly translates to: "Beware of Greeks bearing gifts". Virgil was writing about...

It's important when entering any negotiation to make sure that your counterpart has the decision-making power to conclude your...

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.%...

1. Set your target price (your goal). 2. When calculating your target price use precise non-round numbers like, say, £437,500 rather than...

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...

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...

A "snow job" is a particularly common tactic negotiation designed to confuse and distract you - and to tie up your resources. The...

A bogey is a particular issue that one side in negotiation pretends is vitally important to the deal, though in reality it is...

According to studies our peak mental agility occurs 2-4 hours after waking up. After that our willpower slowly leaks away. Carl Icahn -...

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...

"Mirroring" is a great technique that mediators can use to build rapport with the parties. This can range from mirroring the parties'...

A study by the American Management Association of negotiation tactics found the following were the most commonly used: 1. ...

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...

The Joint Session comes in for a lot of criticism: · The joint session is increasingly unpopular in the U.S. Which is partly driven...

Notes to My Cousin Vinny: How to Sabotage a Mediation 1. Don't bother delivering a Statement of Issues or a Mediation Brief in...

I once attended a sales pitch by some very cute guys from Microsoft. They launched into their PowerPoint presentation, which was...

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...