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Jonathan E. Pearl
Nov 29, 20197 min read
“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, 20193 min read
Is your HR Mediating enough?
The Gibbons Review (2007)[1] of workplace dispute resolution recommended that early-stage mediation be used to resolve workplace...
22 views0 comments
Jonathan E. Pearl
Nov 18, 20193 min read
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...
56 views0 comments
Jonathan E. Pearl
Nov 13, 20193 min read
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, 20191 min read
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, 20191 min read
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, 20191 min read
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, 20191 min read
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, 20192 min read
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...
9,161 views0 comments
Jonathan E. Pearl
Oct 29, 20192 min read
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...
2,716 views0 comments
Jonathan E. Pearl
Oct 29, 20192 min read
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...
2,676 views0 comments
Jonathan E. Pearl
Oct 28, 20191 min read
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, 20193 min read
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...
30 views0 comments
Jonathan E. Pearl
Oct 23, 20191 min read
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, 20191 min read
"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. ...
49 views0 comments
Jonathan E. Pearl
Oct 9, 20192 min read
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, 20192 min read
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...
20 views0 comments
Jonathan E. Pearl
Oct 1, 20193 min read
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...
78 views0 comments
Jonathan E. Pearl
Sep 17, 20196 min read
Anchors Away!
I once attended a sales pitch by some very cute guys from Microsoft. They launched into their PowerPoint presentation, which was...
26 views0 comments
Jonathan E. Pearl
Sep 10, 20193 min read
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...
1,392 views0 comments
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