Daily Archives: March 17, 2009

Outwitting the leopard: deception at the negotiating table

outwitting the leopard

The other day a friend emailed me the following joke, which has circulated widely on the internet:

A wealthy old lady decides to go on a photo safari in Africa, taking her faithful aged poodle, Cuddles, along for company. One day the poodle starts chasing butterflies and before long, Cuddles discovers that he’s lost. Wandering about, he notices a leopard heading rapidly in his direction with the intention of having lunch.

The old poodle thinks, “Uh, oh! I’m in deep trouble now!” Noticing some bones on the ground close by, he immediately settles down to chew on the bones with his back to the approaching cat. Just as the leopard is about to leap, the old poodle exclaims loudly, “Boy, that was one delicious leopard! I wonder if there are any more around here?” Hearing this, the young leopard halts his attack in mid-strike. Terrified, he slinks away into the trees. “Whew,” says the leopard, “that was close! That old poodle nearly had me!”

Meanwhile, a monkey who had been watching the whole scene from a nearby tree figures he can put this knowledge to good use and trade it for protection from the leopard. So off he goes, but the old poodle sees him heading after the leopard with great speed and figures that something must be up. The monkey soon catches up with the leopard, spills the beans and strikes a deal for himself with the leopard.  The young leopard is furious at being made a fool of and says, “Here, monkey, hop on my back and see what’s going to happen to that conniving canine!”

The old poodle sees the leopard approaching with the monkey on his back and thinks, “What am I going to do now?”, but instead of running, the dog sits down with his back to his attackers, pretending he hasn’t seen them yet. Just when they get close enough to hear him, the old poodle says, “Where’s that damn monkey? I sent him off an hour ago to bring me another leopard!”

I like this joke. Not only is it workplace safe, it’s funny, builds suspense, and ends with an unexpected twist. Best of all, it inspires a lesson or two about negotiation.  After all, in negotiation, you have to be clever enough to spot trouble when it’s coming, and nimble to respond to change and new information. You also must be careful not to underestimate the resourcefulness of any of your fellow players at the table — as the monkey unhappily discovers.

In real-world negotiations, it’s a safe bet that none of us will ever have to outsmart a cunning poodle or a talking leopard and his monkey sidekick.  But how can we protect ourselves from those who would deceive us?  A recent paper considers deception at the negotiating table in “Was Machiavelli Right? Lying in Negotiation and the Art of Defensive Self-Help“. From the article:

…lawyers, businesspeople, and everyone else who engages in negotiation must learn how to carefully and purposefully implement strategies and behaviors to defend themselves against those who lie and deceive—no matter the reasons prompting it. I therefore conclude the Article by offering prescriptive advice (including examples) for minimizing one’s risk of being exploited in a negotiation should other parties lie. The advice is undergirded by the notion, expressed throughout the Article, that information exchange (or lack thereof) plays a pivotal role in all negotiations. Indeed, I argue that information is the lifeblood of any negotiation, and therefore that the various strategies and behaviors influencing whether, when, and how information is obtained and/or exchanged are extremely important in the process of defending oneself (or one’s client) against lying and deception.

The moral: it’s a jungle out there.

Time for mediation certification in the U.S.? Not this way, thanks

caution proceed with careThe Association for Conflict Resolution‘s Family Section released the latest edition of its quarterly newsletter, Family Mediation News. A front page article insists in large typeface that “Certification of Mediators Needed Now More than Ever” (PDF).

Author Stephen K. Erickson, chair of ACR’s Taskforce on Mediator Certification, explains why he thinks so:

Certification of mediators is no longer an issue that should be debated. Certification is essential to the continued development of the mediation field and it must be accomplished in the near future for two important reasons: 1) Increasingly, adjudicative models of dispute resolution are being called “mediation” when, in fact, they are actually coercive and/or evaluative settlement conferencing techniques masquerading as mediation, and this confuses the public; and 2) ACR members who have toiled for years to provide the public with quality dispute resolution processes have difficulty marketing their products when the public is unable to distinguish between a qualified mediator and an unqualified person who decides to enter into the field with little or no training in mediation.

According to Erickson, before establishing certification one must first determine what constitutes “good mediation” (Erickson’s phrase, not mine).  When it comes to recognizing “good mediation”, however, Erickson seems to adhere to the Justice Potter Stewart school of “I know it when I see it“, or rather “I know it when I don’t see it”.  Erickson argues that since one of mediation’s central tenets is the principle of self-determination, mediation practices that fail to support self-determination do not constitute the competent practice of mediation. So, because they undermine self-determination, Erickson excludes from “good mediation” evaluative and directive approaches, such as mediation conducted by a “retired judge” or by a mediator not “from a behavioral science background” who relies heavily on caucusing (private meetings with parties individually, rather than joint meetings with all parties present).

I am personally uncomfortable with any labeling of mediation practices as either “good” or “bad”. This unnuanced view does not help us describe effective mediator process choices that produce for disputants successful and satisfying outcomes. Although at one time I argued in favor of formal credentialing or licensing, I no longer support it with the same fervor, since too many questions remain to be answered, and Erickson’s discussion of the issue of certification illustrates why I think we should all be concerned when anyone insists that certification is integral to the advancement of our field.

For one thing, who says that facilitative mediation is the best way to practice?  If self-determination matters as much as Erickson says it does, then what if parties prefer to work with an evaluative mediator? What if they really do want an evaluation at the end of a hard day of facilitative mediation to help them move beyond impasse?  What if they prefer to work in private meetings with the mediator, rather than directly with each other face-to-face? Why must we assume that one style of practice fits all?  In addition, who gets to decide what’s “good” or what’s “bad”? Surely not the mediator. If self-determination matters, shouldn’t we be listening to the users of mediation services tell us what works for them and what approach best fits their needs, rather than paternalistically insisting that we know what’s best for them?  Others, respected scholars, have pointed out that evaluation can in fact “bolster party self-determination … by leading to better-informed decision-making”.

Moreover, given how dysfunctional ACR has been for several years now as an organization and unresponsive to the concerns of members, why should I place confidence in its ability to steer a clear course for the ADR profession on the important question of certification, particularly since it has already dropped the ball once on this issue?

I agree with Erickson that self-determination is key, but not in the way he imagines it; I say let disputants determine for themselves what kind of mediator and what kind of process they need.

In fact, I would argue that another mediation principle is equally relevant: informed consent. Rather than excluding evaluative mediation from the list of “good” practices, perhaps it’s time instead to urge all who call themselves mediators to provide disputants with sufficient information about the approach they utilize — facilitative, transformative, evaluative, narrative, or a hybrid of approaches, who cares — so that the disputants themselves can make informed choices when it comes to selecting the best mediator for the job.

In the renewed call for certification, it strikes me as premature and unwise to exile members of our own community. New direction depends upon fresh thinking, not on orthodoxy. A facilitative mediator myself, I like to think that mediation remains a large enough tent that many styles remain welcome.

Is it time for a No Asshole Rule for Blawg Review?

No asshole rule by Bob SuttonIn 2007 management science expert Bob Sutton wrote The No Asshole Rule: Building a Civilized Workplace and Surviving One That Isn’t, a book that dared name the toxic problem that bedevils the modern workplace. His book described ways to identify and neutralize assholes and ultimately immunize your business against them.

The latest edition of Blawg Review, the weekly review of the best in legal blogging, makes me wonder whether Sutton’s ideas may have a different application.

Blawg Review, usually known for the collegiality that once inspired me to declare it an “18th century coffeehouse for the digital age“, takes a dark turn this week. Hosted by the notorious and anonymous Geeklawyer, Blawg Review #203, replete with images from Victorian era pornography and cheap swipes at legal bloggers, leads me to ask, is it time for a No Asshole Rule for Blawg Review?

Caution: this edition of Blawg Review is not workplace safe — unless you happen to work in a brothel. Click through with caution.