An oft-touted truism about both negotiation and mediation is that trust is critical to reaching an agreement. But is it? Parties typically come to mediation or engage in negotiation with a trust deficit. Perhaps parties feel wronged, betrayed, or angry. Perhaps there is no prior history between the parties, or…
Tag: Negotiation
Magic Words of Persuasion
Magic Words of Persuasion By: Sylvia Mayer But. If. Imagine. Goods News! These magic words help open us up to possibilities and opportunities. And that is what persuasion is all about. But. Think about it. When you hear “but,” do you remember what came before it? Do you fixate on…