Mediation Tip: Sometimes the other party just won’t play

In a principled negotiation, you don’t want to play games with the other party and you don’t want them playing games with you.

  • Concentrate on the merits: talk about interests, options and criteria
  • Focus on what the other party may do: try and identify the other party’s interests and the principles underlying their position
  • Focus on what a third party can do: bring in a third party to assist if steps 1 and 2 aren’t successful

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