This story is for you if … The process of trading offers back and forth has failed; You want to settle but feel your only move is to threaten to walk out of the mediation. Transaction bargaining is different than traditional bargaining, and provides more options to settle. Here’s why: The Traditional Negotiation Approach Traditional…
By Jeffrey Krivis and Mariam Zadeh The X factor in mediation is the ability to influence the other side to pay more or take less. Finding the elusive X factor is the challenge for most mediators, and is often done in the face of uncertainty. This uncertainty takes many forms and can serve as a…
In a complex business dispute involving substantial and potentially unlimited exposure, a sophisticated defendant was not willing to pay the amount it determined it would actually take to settle, so they became primarily concerned about how to ‘cap’ their exposure on the case. Based on an excellent working relationship that developed between general counsel for…
Mediating complex employment cases is like rehearsing for a concerto. The conductor spends a substantial amount of time reviewing the score, while the musicians practice the piece both individually and collectively. Hours and hours of practice result in one concert. Malcolm Gladwell, in his recent book ‘Outliers,’ describes the phenomenon of hugely successful people and…
My basic nature is to be optimistic about the future. If I were one of the six thinking hats described by author Edward DeBono, I would be the yellow hat. The yellow hat is for optimism and the logical, positive view of things. The yellow hat looks for how something can be done and requires…
The Central Valley of California, known for its good weather and rich soil, is considered the breadbasket of the country. The many people who live in this agricultural community work hard. They know that the literal fruits of their labors feed people, and are proud of their role in society. They are strong believers in…
This story is for you if: You have agreed to mediate a state court case before a damage analysis has been exchanged Before or during the mediation you exchange confidential damage estimates with the other side The mediation results in impasse and you receive a motion to remove to federal court with your damage calculations…
The following was written by my colleague and friend, Mariam Zadeh, following her transition as a 9/11 survivor to becoming a private mediator in Los Angeles: One who refuses to seek the advice of others will eventually be led to a path of ruin. A mentor helps you to perceive your own weaknesses and confront…
The Problem with Conventional Wisdom in Negotiation Conventional wisdom in negotiation provides specific responses to stimuli that are categorized as competitive or cooperative behavior. Depending on the identity of the behavior, the negotiator is taught to distribute a set value through a series of moves and concessions, or create value through ideas and transformative behavior….
How many times have you confronted the mediator before the session begins with this question: “You’re not going to do a joint session are you? I don’t l think it will be productive.” The conventional wisdom in such a request is to avoid a moot court debate in which counsel are forced to advocate strong…
