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In Negotiation

Settlement 101: negotiation theory and the settlement process.

This series of articles explores negotiation theory, including the process, psychology, skills, and methods you are likely to encounter in any settlement negotiation.

Book Stack

Economic Theory of Settlement and Calculating Settlement Values (Part 1)

Summary

This introductory article explains the economic theory underlying settlement, setting forth why settlement is economically efficient, and the factors and calculation required to determine a beneficial settlement amount for each party.

Handshake

Economic Theory of Settlement and Calculating Settlement Values (Part 2)

Summary

This article picks up where we left off in Part I and explores factors that influence the floor, ceiling, ZOPA and negotiating position of the parties.

Boats Rental

Anchoring Your Negotiation

Summary

This article explains how you can deploy the anchoring cognitive bias to improve settlement outcomes. 

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