The Negotiator's Desk Reference

The Negotiator's Desk Reference second edition has been published by Mitchell Hamline's DRI Press. It is edited by Andrea Schneider and Chris Honeyman, and contains contributions from many leading experts on negotiation.

Good Tips for Negotiators, Especially Lawyers

When leading negotiation scholars are concise, they come up with nuggets of wisdom.  These are in the form of recipes for cooking up a deal and I particularly like:

“Having those who matter present”. Sanda Kaufman

 

“Knowledge of your counterpart, available remedies, relevant law and facts”. Nancy Welsh

“the heat is ultimately helpful, and you’re not the only one feeling it.” Noam Ebner 

“Add knowledge in increments (from listening to your counterparty and also doing

your own background research) till the remaining ignorance tastes acceptable.
Add in a small amount of doubt with each new proposal by the other party;
balance it with 1 part research and 1 part creative counter-offer.” Chris Honeyman

and Roy Lewicki’s entire entry:

· Figure out what you want
· Understand what would and could not be a mutually acceptable agreement
· Get to know and understand the other party
· Frame an opening statement
· Ask the other to reciprocate and listen to them carefully
· Ask each other lots of questions to assure understanding
· Work toward a common understanding
· Treat the other with respect and dignity

 

 

 

Assessing Students' Performance in Negotiation, Mediation, ADR

"Assessing Our Students, Assessing Ourselves" is a great resource for ADR teachers and also has insights for other teachers and those who train negotiators and mediators.  It is available here chapter by chapter in pdf form.

It's published by the Hamline School of Law Dispute Resolution Institute and contains the following chapters. 

1.  Introduction: Assessment as Mirror, Noam Ebner, James Coben & Christopher Honeyman 

2.  Evaluating Our Evaluation: Rethinking Student Assessment in Negotiation Courses, Noam Ebner, Yael Efron & Kimberlee K. Kovach 
3.  Pop Quiz: Do You Use This Evaluation Method?, Noam Ebner & Yael Efron 
4.  Reflective Journal Assignments in Teaching Negotiation, Bobbi McAdoo  
5  The Black Box of Student Evaluation: Course Participation, Noam Ebner & Yael Efron 
6. Using Recordings, Melissa Manwaring & Kimberlee Kovach
7.  Negotiating the Assessment Criteria, Joel Lee
8.  Interviews as an Assessment Tool, Boyd Fuller
9.  Simulation Design for Learning and Assessment, Noam Ebner & Daniel Druckman
10.  Empowerment and Recognition: Students Grade Each Other's Negotiation Outcomes, James Coben
11.  Making Reputation Salient: Using the Reputation Index with Law Students, Nancy A. Welsh
12.  Assessing the Adventure, Sharon Press, Noam Ebner & Lynn P. Cohen

13.  Evaluating Email Negotiations, Melissa Nelken

14.  Assessing Negotiation Competitions, Nuno Delicado, Horacio Falcão, Ellen Deason, Sharon Press, Shahla Ali, Eric Blanchot & Habib Chamoun-Nicolas

15.  A Competition Without Winners or Losers? The Ontogeny of a New Negotiation Event Format, Horacio Falcão

16.  A Benchmarking System for Assessment: An Experiment Creating More Transparency in Grading, Boyd Fuller & Sohni Kaur

17.  Portfolio Evaluation: Kaleidoscopic Insights Into Learning, Michelle LeBaron

Assessing Ourselves, Noam Ebner, James Coben & Christopher Honeyman