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June 22, 2008
International Dispute Negotiation: Mike Wheeler on "Lucky Generals".
Bright light from Soldiers Field. Who in your organization should negotiate? And how do you measure their performance--and reward them? Listen to the IDN's recent podcast, No. 29, "Lucky Generals: Mike Wheeler on Dispute Management". An HBS professor, negotiation theorist and author, Wheeler discusses with GE's Mike McIlwrath what negotiators individually need to have by way of support, guidance and incentives in order to be effective--and why "Lucky Generals" are not always the best choice. And we at WAC? wonder aloud: as we experience and observe litigation and ADR, mediation--as opposed to binding arbitration--is a highly effective and inexpensive settlement and "reality check" tool. But it is unpopular with and distrusted by those who have not used it (i.e., "why should I pay for something which does not guarantee a result?"). Question: How do you sell it?
Posted by Brooke Powell at June 22, 2008 11:59 PM