‘Negotiating the Nonnegotiable’: Highlights from the March ACR-GNY Round

By Tamia Sutherland

The Greater New York Chapter of the Association for Conflict Resolution, a nonprofit organization with nine chapters nationwide dedicated to enhancing the practice and public understanding of peaceful, effective conflict resolution, held its latest monthly roundtable breakfast on the topic of negotiating in an era of discontent.

The Feb. 3 event, co-sponsored by CUNY Dispute Resolution Center at John Jay College, was attended by more 230 guests, and marked ACR-GNY’s 246th roundtable breakfast. The monthly events started soon after the 9/11 attacks to convene and build the ADR community.

The event presented keynoter Daniel Shapiro, the founder and director of the Harvard International Negotiation Program, an associate professor in psychology at Harvard Medical School/McLean Hospital, and an affiliate faculty member at the Program on Negotiation at Harvard Law School.  He is a frequent public speaker and author of Negotiating the Nonnegotiable (Penguin 2017), which served as his presentation’s theme.

The meeting was divided into three parts: a 30-minute networking reception, the keynote presentation, and a question-and-answer session with Shapiro.

The meeting kicked of with welcoming remarks from Maria R. Volpe, Professor of Sociology, Director of the Dispute Resolution Program at John Jay College of Criminal Justice in New York, and Julie Denny, a mediator in Morristown, N.J., and a board member as well as former president of ACR-GNY.

Shapiro began by highlighting some of the polarized and emotionally charged public conflict issues in the world right now, such as challenges to democracy, race relations, the pandemic, etc., which have now “entered the home.” He outlined the purpose of his presentation, which included introducing the “lures” that he identified, which he explained exacerbate conflict and make it emotionally charged.

Shapiro illustrated his point by analogy to a boat trying to make it to a sunny island while undercurrents pull the boat toward a waterfall edge. In this analogy, the boat represents the conflict resolution process, the island represents the cooperative mindset, the undercurrents represent the five lures he has identified, and the waterfall edge represents the tribal, divisive  mindset that is insular, self-righteous, and closed.

In the broader context of ADR literature, Dr. Shapiro explained that Getting to Yes, by Roger Fisher and William Ury, illustrates the rational way for the boat to get to the island, or a process to get to the parties to embrace a cooperative mindset rather than a divisive mindset.

Furthermore, Beyond Reason, by Roger Fisher and Dr. Shapiro, addresses the emotional dimension involved in getting the boat to this hypothetical island or getting parties in a process to embrace the cooperative mindset. Shapiro said his book, Negotiating the Nonnegotiable provides language to discuss hidden emotional dynamics and provides a lens to analyze the lack of rationality in dispute resolution processes, which are the undercurrents that typically drag parties away from engaging in a cooperative mindset while resolving a dispute.

The language Shapiro used to characterize the lures/undercurrents pulling the conflict resolution process away from a cooperative mindset and toward a tribal mindset were:

  1. “Vertigo”–becoming so consumed in a conflict that one can think about nothing else but the perpetrator, the grievance, and everything they’ve done.
  2. “Taboos”–an action, thought, or feeling that is difficult to discuss because a community deems it unacceptable.
  3. “Repetition Compulsion”–repeating the same dysfunctional pattern of behavior as a result of an addicting part of our identity.
  4. “Assault on the Sacred”–responses to an attack on the most meaningful part of one’s identity.
  5. “Identity Politics”–the process of allying with a person or group to advance a point.

To illustrate the lure of taboos, Dr. Shapiro said participants at the roundtable breakfast would be placed into break-out rooms of two with a stranger. Participants were then asked to share their (1) political affiliation, (2) salary or family net worth, (3) perception of the attractiveness of the other participant, and (4) perception of the other participant’s age.

Before Shapiro finished the instructions and ultimately let participants know that the activity would not happen, at least 10 participants dropped off the zoom call. Other participants admitted to fixing their hair, considering lying, and having general feelings of nervousness for the exercise. The participants’ actions unintentionally and clearly illustrate taboos as an undercurrent that moves individuals away from a cooperative mindset. Moreover, there was no conflict here.

Following the completion of his presentation, Dan Shapiro conducted a question-and-answer session where roundtable participants discussed in-depth questions about the lures presented.

ACR posts the program videos at https://www.acrgny.org/RTB-Videos. Information on the March Roundtable Breakfast, “Ombuds Confidential,” can be found at https://www.acrgny.org/event-4705858.

* * *

The author, a second-year law student at the Howard University School of Law, in Washington, D.C., is a CPR 2021-22 intern.

[END]

Highlights from Last Month’s Harvard Program on Negotiation’s Advanced Mediation Workshop on Mediating Complex Disputes

By Mylene Chan

The Harvard Law School Program on Negotiation conducted its Advanced Mediation Workshop: Mediating Complex Disputes from July 26-30. Forty-eight participants from diverse mediation practices around the world gathered to attend the July sessions taught by faculty members David Hoffman, Lawrence Susskind, Susan Podziba, Samuel Dinnar, and Audrey Lee.

The program was divided into two parts: (1) a focus on two-party complex mediations with potential court filings, and (2) a focus on multiparty, multi-issue public dispute mediation.  

During the first two days, the faculty addressed the main features of two-party complex mediations, such as ethics, breaking impasses, the use of caucuses versus joint sessions, implicit bias, and the art of co-mediation. Many of the concepts are laid out in “Mediation: A Practice Guide for Mediators, Lawyers, and Other Professionals,” by David A. Hoffman and other contributors (Massachusetts Continuing Legal Education, 2013).

The mediation strategy and process design espoused by this faculty is structured on Roger Fisher’s interest-based model, as outlined in the classic “Getting to Yes: Negotiating Agreement Without Giving In,” by Roger Fisher, William Ury, and Bruce Patton (Penguin Books 2011 (originally published in 1981)). The basic principles call for separating people from the problem and shifting from interests from positions. 

Their theory is also heavily influenced by the framework of the core concerns explored in “Beyond Reason: Using Emotions as You Negotiate,” by Roger Fisher and Daniel Shapiro (Penguin Books 2005). Core concerns–or emotional interests–are human wants that underlie every negotiation. They include autonomy, appreciation, affiliation, status, and role.

Faculty member Audrey Lee explained that exploring disputants’ core concerns allows mediators to shift the focus to disputants’ real interests and to promote better understanding, thus facilitating agreement.

During the first two days, the workshop participants practiced co-mediating in two cases involving commercial contracts, intellectual property, and employment disputes.  Many participants commented that they had never co-mediated, and that they tended to be more driven by positions than interests.  Some added that they struggled to be creative in devising ways to expand the pie, noting that they had to turn off their combative litigator instincts and the urge to render advice and advocate.

The program then transitioned from two-party matters to multiparty, multi-issue public disputes. Lawrence Susskind, a leader in the development of public dispute mediation, introduced these complex public disputes, explaining that their form and substance shift.  The number of parties can range from as few as 30 to beyond 100, many of whom may be unfamiliar with professional facilitation, and with more parties potentially joining over the course of the dispute resolution process.

An additional challenge, Susskind explained, is that the parties may represent stakeholder groups without full empowerment to speak on the groups’ behalf.

Also, the agenda is likely to keep changing because very often parties continue to reshape or argue about it.

Furthermore, scientific and technical uncertainty and disagreement abound.  Examples of these amorphous dispute resolution settings are global treaty negotiations, budgetary negotiations, environmental policy disputes, and public dialogues on issues such as police conduct. A deeper exploration of these issues can be found in “Breaking Robert’s Rules: The New Way to Run Your Meeting, Build Consensus and Get Results,” by Lawrence E. Susskind and Jeffrey L. Cruikshank (Oxford University Press 2006).

Susan Podziba then elaborated on the process she uses in mediating these complex cases. She has worked with the United Nations and individual national governments to resolve intractable disputes with widespread and long-lasting ramifications. She said she begins with an assessment by reading all the publicly available information, followed by discussions with people who have lived through the conflict.

In many cases, parties have not been identified, and therefore, Podziba said she starts by talking to the parties who are obvious, and from those conversations identifying additional parties that should be participating.

Once the first phase is concluded,  Podziba develops the process design, aimed at enabling diverse groups to work together to resolve a complex conflict. The process design typically includes constructing five basic building blocks: (1) the product (the form of agreement such as joint statements or MOUs) that will result from the negotiations; (2) the complementary goals that need to be achieved before agreement can be reached; (3) outreach to and consultations with outside experts; (4) trusted information (that is, information from objective sources that can correct biases); and (5) ground rules and logistics relating to the negotiation session itself.  For more details, see “Civic Fusion: Mediating Polarized Public Disputes,” by Susan L. Podziba (ABA Publishing 2012).

The faculty prepared three complex public policy dispute mediation role-play sessions for the class. The first one concerned the reconstruction of the World Trade Center after 9/11, involving many public parties such as the New York state government, New York City, and the families of the deceased. Many participants who played the role of the families said that they felt the emotions.

After the day concluded, the faculty arranged for a guided group screening of a training video co-produced by CPR, publisher of CPR Speaks, and Harvard PON on the World Trade Center reconstruction. Details are available on Lawrence Susskind’s website, here.

The workshop participants also mediated the ethical dilemmas surrounding water shutoffs in older U.S. cities. Susskind said that his Massachusetts Institute of Technology research team–he is MIT’s Ford Professor of Urban and Environmental Planning–has mapped where U.S. local governments have shut off water supplies. 

After the role-play, many participants inquired about how to gain experience in public policy mediation. Susskind responded that public policy mediators are paid at an hourly rate and discussed the Consensus Building Institute, an international public policy mediation center Susskind founded in 1993.

On the final day of the workshop, Susan Podziba introduced the conflict over the construction of the Thirty Meter Telescope on sacred lands on Mauna Kea in Hawaii–a massive conflict involving foreign countries and many academic institutions.  After the simulation, many participants reflected on Podziba’s systematic process design and said that they will incorporate such a design into their mediation practice.

David Hoffman, who is credited with bringing collaborative law to the commercial sector via the firm he founded, the Boston Law Collaborative, ended by urging the attendees to consider being peacemakers:

[T]he opportunities to impact out there in the world exist in every one of those cases, when you think about the infinite dimensions of the human heart, and the opportunity we have when we enter the sacred space of people’s conflicts to heal those wounded hearts.  We have a mandate for mediation on a very deep and grand scale.

This Harvard workshop offered veteran mediators an opportunity to have experts critique their trade and to gain exposure to some of the cutting-edge theories and practices of mediation taught at Harvard Law School and its Program on Negotiation. 

***

The author, an LLM candidate at Pepperdine University Caruso School of Law’s Straus Institute for Dispute Resolution, in Malibu, Calif., is a 2021 CPR Summer Intern. She participated in the Harvard program detailed in this post.

[END]

Highlights from Harvard Law PoN’s ‘Negotiation and Leadership’ Program (Updated July 23, 2021)

By Mylene Chan

The Harvard Law School Program on Negotiation offers a Negotiation and Leadership program several times throughout the year. Last month, faculty consisting of six Harvard University professors–Guhan Subramanian, James Sebenius, Daniel Shapiro, Debbie Goldstein, Robert Wilkinson, and Brian Mandell–taught the program. About 70 professionals and executives from around the world attended.

The program provided training in Interest-Based Bargaining, which was developed by Roger Fisher and William Ury in the 1980s through the Harvard Negotiation Project. The classic popular guide to this Harvard model of “win-win” negotiation and a value-creating mindset is “Getting to Yes: Negotiating Agreement Without Giving In,”by Roger Fisher, William Ury, and Bruce Patton (Penguin Books 2011).

In this approach, parties negotiate based on their interests and not their positions, as in traditional bargaining. Parties shift their view of the opposition from adversaries to collaborators, and by doing so, they can then explore the deeper interests underlying their positions to identify potential trade-offs and win-win opportunities.

The Interest-Based Bargaining model can apply in any cultural setting because the core negotiation principles are universal despite variations in communication and presentation styles.

The May 2021 session took place over the course of six half days. Each day, a different teacher presented a new topic and assigned a negotiation exercise adapted from real-life Harvard case studies to practice implementing the concept. After each negotiation exercise, the faculty tabulated the results for a plenary debrief. 

Guhan Subramaniam opened the interactive sessions by introducing the fundamentals of value claiming, also known as single-issue negotiation. Successful value claiming starts with mastering the use of anchors and strategic concessions, while identifying the zone of possible agreement and shaping the counterpart’s perception of it.

Subramanian explained that one must ensure that the negotiating counterpart perceives the process of negotiation as fair, but at the same time, one must deploy concessions at an appropriate rate and scope. Being aware of the influence of the midpoint rule–predicting the final deal price as the midpoint of the first semi-reasonable offer and counteroffer–will make anchors and concessions more effective.

Negotiators can also leverage social proof–the tendency to look at how others behave when making choices–to add pressure on counterparts to conform to articulated norms.

Moving from claiming value, James Sebenius introduced how to create value in multiple-issue negotiations.  Sebenius emphasized that parties must overcome the zero-sum mentality to expand the negotiation pie. Another paramount lesson, he explained, involves understanding the power of probing for information on each side’s underlying interests and valuations. This would lead to discovery of uncommon grounds that negotiators could leverage to strengthen cooperation.  

Sebenius continued by explaining that negotiators should seek strategic moves that offer high value at low cost so both sides are better off.  To maximize value creation, negotiators can also employ multiple equivalent and simultaneous offers.

An unusual technique that Sebenius outlined as a way to overcome sufficiency bias–believing that parties have already done everything to strike the best deal–is to engage in post-settlement settlements. These are settlements in which parties negotiate better and novel terms that were not considered during the initial deal-making process.

Meanwhile, the existing deal remains unaltered unless both deem the post-settlement terms superior to the agreement just signed. Post-settlement settlements capitalize on the trust and goodwill generated during the negotiation to increase joint value creation.

Dan Shapiro presented negotiation from a psychological standpoint through discussing five core concerns of emotions and relationships. Each of the core concerns (appreciation, autonomy, affiliation, status, and rule) serve as a lens to understand and as a lever to improve negotiation.

Shapiro explained that, for example, if a negotiator and the opposing side appreciate one another, the negotiator is more likely to reach a wise agreement. Being appreciated, the opponent will feel more at ease and become more cooperative. Shapiro laid out details of this framework in Beyond Reason: Using Emotions as You Negotiate, which he co-wrote  with Roger Fisher (Penguin Books 2005).

Debbie Goldstein exhorted negotiators not to underestimate the importance of emotions in driving negotiation outcomes. Emotions affect thinking and perceptions of what is happening, shift reservation values, and narrow zones of possible arrangements. The critical lesson is to develop one’s capacity to be a neutral observer of the negotiation so that one can analyze interactive interdependencies, adapt, and deploy appropriate strategies to further the negotiation.

Goldstein and the instructors emphasized listening skills.  If one feels stuck with counterproductive behaviors in negotiation, developing a listening stance to check the understanding of the counterpart’s intentions would help.

Robert Wilkinson built on the concepts covered to bring in more complex organizational challenges. Complex negotiations contain unfamiliar interacting and interconnected elements that challenge negotiators’ abilities to satisfy their interests. Veteran negotiators often wrestle with commonly encountered obstacles such as cultural differences, leadership/organizational problems, spoilers, and radical changes in circumstances.  To make progress in complex negotiations, Wilkinson suggested many techniques–such as generating a sequencing strategy with convincing objectives–to build a winning coalition conducive to reaching a fruitful resolution.

Wilkinson expanded in an email to the author. “When you enter into more complex negotiations, the way in which you manage the process matters far more,” Wilkinson noted, adding, “People often don’t realize the influence they can exert in a negotiation simply by thinking through their process choices. I always encourage people to ask themselves ‘Who am I privileging in this process?’ ‘Who am I excluding?'” Wilkinson’s latest thoughts on negotiation can be found in a recent paper and a podcast available at https://bit.ly/2Uwhgn1 and https://bit.ly/2WcWedx.

Brian Mandell concluded the program by integrating concepts from the previous sessions and offering tactical advice to participants on their real-life negotiation dilemmas. In response to a question regarding how to manage a repeated liar in negotiation, Mandell suggested employing tactical retorts to guide the opponent into revealing the truths, asking questions such as “ Help me understand . . .”; “Walk me through your logic and thinking . . .”; “How do you come to that conclusion?” and “What do you think of that scene?”

Dan Shapiro, who is founder and director of the Harvard International Negotiation Program, commented in an email: “We negotiate all the time–but rarely as well as we could. So PON offers frameworks and tools to help participants hone their negotiation skills. I present a potent method to help negotiators leverage the power of emotions to build authentic relationships, promote information exchange, and achieve value-optimizing outcomes. We’ve applied the model successfully to business and political conflicts around the world, and I love exploring the framework with the exec ed participants, who bring substantial perspectives to our conversations, making for an edifying learning experience!”

The ideas covered in the program are creative and practical. The faculty helped the participants think through habits and behaviors that may not be helpful and how to get unstuck in the moment. Participants left the program with four to five sentences written in small print on a notecard with the essential takeaways from the program. Brian Mandell asked the participants to memorize this aphorism: “Negotiation is the art of letting other people have it your way.”   

***

The author, an LLM candidate, at Yeshiva University’s Benjamin N. Cardozo School of Law in New York, is a 2021 CPR Summer Intern.

[END]