In spite of an acknowledged preference for interest-based "principled" negotiation, I acknowledged in my previous post that every civil mediation eventually becomes a positional battle. This is largely because virtually…
As a 49ers fan I have been intrigued by stories about the former head coach, Jim Harbaugh. His brother, Ravens coach John Harbaugh, tells the story of how as a…
One of the primary tenets of Roger Fisher and William Ury's book "Getting to Yes" is that negotiations should focus on interests not positions, i.e., avoid positional bargaining. Positional bargaining…
At a recent meeting of a trade group, the lunch time speaker was Mac Fulfer, a lawyer and professional face reader. So what is a face reader and why am…
By far the most often quoted tenet of "the Method" is to avoid positional bargaining and instead focus on the underlying interests of the opposite sides. Fisher & Ury illustrate…
The first tenet of what Fisher & Ury call "The Method" is to separate the people from the problem. Although I think I understood their point when I first read…