January 01, 2016 Best of ABA Sections

The Use of Numbers in Negotiation and Mediation

Jennifer K. Robbennolt

Numbers are useful for negotiators and neutrals in myriad ways—for crafting options, evaluating proposals, and generating persuasive arguments. But numbers also present challenges, potential problems so big that wise mediators and negotiators will think carefully about how to make the most of numbers’ promise without falling prey to their perils.

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