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1. Introduction
2. Talk theme
3. Tactics must be modified
4. Traditional approaches and an alternative
5. The mediator's goals
6. How can a mediator help?
7. Talk outline
8. Use mediation to "shape the field"
9. A reluctant lawyer
10. What are the damages?
11. Influence the format
12. Tete-a-tete
13. Ask the mediator to focus on issues
14. Causation confusion
15. Ask the mediator to explore options
16. A future relationship?
17. Use a mediator to support a "hard" bargainer
18. Use a mediator's perceived neutrality
19. Ask for information about the other party
20. Use a mediator's ability to play variety of roles
21. Example: angry physician
22. Use mediation to educate an unrealistic opponent
23. An unrealistic client
24. Use a mediator's impasse - breaking skills
25. Thinking over an offer
26. Preparing to mediate
27. Selecting a mediator
28. Who should be present?
29. What format do I want?
30. Educating the mediator
31. Preparing the client
32. Goals for the opening session
33. Structuring an opening statement
34. The opening statement
35. Post-opening discussions
36. The first caucus: information gathering
37. First caucus choices
38. The first caucus: bargaining
39. Later caucuses (1)
40. Later caucuses (2)
41. Responses to impasse
42. An option: modify the mix
43. Other options
44. Another option: suggest adjournment
45. If mediation fails

Topics Covered

• Approaches to advocacy
• Borrowing a mediator's powers
• Selecting a mediator
• Securing presence of decisionmakers
• Premediation interventions
• Preparing the client
• Goals for the opening session
• Focusing the agenda
• Using the mediator's neutrality
• Asking for information
• Changing opponent's view of merits
• Choices and tactics for the first caucus meeting
• Resetting the agenda in later caucuses
• Influencing final offers
• Responses to impasse

Links

Series:

• Negotiations and Bargaining

Categories:

• Management, Leadership & Organisation

Talk Citation

Publication History

• Published on October 27, 2011