First Offers and Counteroffers: Striving for a Solid Start
12 PM GMT
The live webinar has already aired. To purchase a recording of this webinar, click here.
This webinar will explore why the initial demand or offer can be of profound significance when pursuing resolution through the distributive bargaining process. Among the topics to be discussed:
1) Who goes first? Which party starts the distributive bargaining process where no pre-mediation negotiations have taken place?
2) The role of the mediator in the development and presentation of initial demands and offers.
3) The action/reaction nature of the distributive bargaining process and how first numbers can either favorably or adversely influence the negotiation process.
4) Unique first number issues presented in multi-plaintiff and/or multi defendant cases.
5) Pre-mediation settlement negotiations and their effect the distributive bargaining process. What happens when the plaintiff begins a mediation with a demand that is higher than one previously communicated to the defense, or a defendant starts with an offer that is lower than a previously communicated offer made to the plaintiff?
The panel will explore techniques such as anchoring, priming, pre-conditions to mediations, timing, coaching, and how to get out of the slow lane towards a productive mediation session. They will also discuss communication skills mediators can employ to avoid rancor and divisiveness, and to express empathy through numbers. Finally, the panel members will present practical and invaluable advice on managing the client’s actions, reactions, emotions, and expectations during the negotiation process.
October 31, 2016
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