List of Must-Read Books for Every Negotiator Let me introduce you to my new project. I would like to put together a list of five books every negotiator must-read. And when doing this, I do not have in mind works directly related to negotiation and/or mediation such as Getting to Yes by Roger D. Fisher…

The old guy smiled. His old Corsican eyes showed some understanding…: “How much do you have?” -“I have a ten euro bill and we are leaving tomorrow…” – “OK, boy, deal…but no receipt, right?” Not understanding the shadow economy at the time, I accepted without knowing why is he not willing to give me a…

During a trip to Vienna some time ago, I attended the “ICC Commission on Arbitration and ADR Meeting” where I had the opportunity to hear Toby Landau QC, a brilliant barrister and arbitrator from London, speaking about “Unreliable Recollections, False Memories and Witness Testimony”. He explained that memories are changeable and that experiences from past…

Shortly after the neighbourhood mediation started, one of the parties turned to me her eyes flashed with anger: “Everything that he is telling is false, do not listen to him…” The other party got het up: “Indeed, Mr. mediator, everything I have ever said was a lie…Do not listen to me…” Without even knowing this,…

It was fifty years ago at the end of May that the Beatles launched the album (or LP as it was then called) “Sergeant Pepper’s Lonely Hearts Club Band” on the world – and the world was changed forever. 1967 was quite a year. It was the “Summer of Love”. Revolution was in the air…

Is it true that as we get older, we tend to forget things more easily? Or is it that some things are just less important? As negotiators and mediators, we often deal with complex layers of information that appear all too much for any one person to recall. So we enter the negotiation room burdened…

If you haven’t been living under a rock, you may have seen this recent meme in late February that got the internet buzzing with debate. A badly lit photo of a dress spread like wildfire with some people seeing it as white and gold, while others as black and blue. If you haven’t seen it,…

“The key to doing well lies not in overcoming others, but in eliciting their co-operation.” Robert Axelrod “Although negotiation takes place every day, it is not easy to do well. Standard strategies for negotiation often leave people dissatisfied, worn out or alienated…..” Roger Fisher and William Ury For probably the final time, I am writing…