147 East Main Street
P.O. Box 686
Elkton, MD 21922-0686
Phone: 1-888-412-6740
Fax: 1-888-412-6740

Negotiation Articles
Negotiation - Mediate.com
Find Mediators Near You:

Negotiation

At Pepperdine the other week Bruce Edwards likened the mediation of money disputes to a space rocket on a continuum of early, mid and late stage negotiation.

It got me thinking.

By early negotiation you have already done your convening and opening work. You have banked the currency you earned in those phases of the mediation (rapport, trust, credibility etc) but it’s not there for long and you will spend it in the forthcoming negotiation phase.

By the end of early-stage negotiation you will have jettisoned the experts who fall away earthward – with all their technical know-how that has been useful until now – and you speed on.

By the end of mid-stage you have said goodbye to the legal issues (aka merits of the case and risk analysis) that have given the debate structure so far.

So that by the late-stage of negotiation you are floating in space, facilitating the deal while the parties swap messages wrapped up in dollar proposals attempting to signal the potential for movement – often unprincipled and pragmatic, not weighed down by ‘the case’, but more about what can be achieved around that table on that day with that amount of talking behind them.

                        author

Geoff Sharp

Geoff Sharp is a Commercial Mediator from Wellington, New Zealand. Geoff works in the Asia Pacific region, including New Zealand, Malaysia, Thailand and Pacific Islands. He is a mediator resolving business problems. He is a fellow of the International Academy of Mediators and mediates complex and hotly debated litigation covering… MORE >

Featured Members

ad
View all

Read these next

Category

Reflections From The Alberta Arbitration And Mediation Society

I was honored to be invited to present two talks at the Alberta Arbitration and Mediation Society's Annual Conference in Edmonton last week. The President, Pat Withers, had heard about...

By Jan Frankel Schau
Category

Values and Interests Revealed in Detroit “Grand Bargain”

Just Court ADR by Susan M. Yates,Jennifer Shack, Heather Scheiwe Kulp, and Jessica Glowinski.The story of the Detroit bankruptcy mediation’s emerging “Grand Bargain” (as it has been dubbed in the...

By Mary Novak
Category

The Importance of Trust in the Mediator

In franchise disputes, lawyers and parties who search for mediators drill down on mediators’ professional backgrounds, often paying the most attention to whether potential mediators have previously represented franchisors or...

By ARTHUR L PRESSMAN
×