The Language of Numbers – Negotiating Claims for Money (Andy Little)
Traditional bargaining has a bad name in mediation circles. Most of the literature of mediation is devoted to the problem-solving model, moving people away from position-based bargaining. Why is that? Position-based bargaining quickly leads to impasse. Parties compare opening positions and say, “No way this can settle” and quit the negotiation.
Five Steps to Maximizing Dollars When the Objective Is Money (Jeff Krivis)
Parties come to mediation with different objectives. Some want closure, confidentiality, or free discovery. Others were referred
by the court and attend by obligation. Most, however, participate because they want to maximize their recovery dollars. If you fall into this category, read on.
