Mediation Seminar
So that " Everybody Wins® "
We teach and graduate mediators.
We provide mediators the help to resolve disputes.
Mediation as an alternative means of resolving
disputes. It is an "art" form whose use is and should be more the rule
than the exception. No one wants to lose. Therefore let there be mediation
as a prerequisite to litigation. Not always successful, but always worthwhile
as an effort.
We train mediators. As an "art", mediation
requires a "Master Negotiator" first, last and always. Mediation requires
Negotiation raised to its higher level.
The Master Negotiator functioning, as a Mediator
does not resolve a dispute rather, he negotiates with the disputants
and creates a favorable climate for the parties. The parties then negotiate
with each other seeking a resolution. The "Mediator" may suggest, cajole
and recommend, but does not decide. He is ever the negotiator, part
time participant, and full time observer. His job is "climate" creation
and maintenance. The art (Mediation) requires an artist (Master Negotiator).
Click
here to contact the Negotiation Institute or Call
212-888-0053
Results You Can Expect |
(Bring your problems to the seminar, and
we will help you solve them.)
You will learn the latest skills including:
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Think like an expert Mediator and Negotiator
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Achieve leadership in your career
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Build effective interpersonal relationships through Negotiation, as a Mediator
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Increase management productivity - yours and your organization's
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Here's What You Will Learn |
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Strengthen your Mediation skills
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Understand strategies and counter strategies
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Get the concessions you want and need
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Understand what's going on below the surface
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Deal with confrontation
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Use time to your advantage
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Know by body language when the final offer is on the table
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Avoid getting "boxed in”
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Recognize and overcome unfair strategies
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Anticipate surprises
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Deflect unfair demands, hostility or contempt
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Using Questions
& Listening |
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Questions and stalemates
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Questions and anxiety
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Formulating questions
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Five functions of questions
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Closing with functional questions
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Question matrix
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Question map for preparation
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Applications
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Techniques: Mediation
to Prepare others for Negotiation |
- Find your assumptions & anticipate theirs
- The important opening
- Nierenberg's preparation map shows contents of a negotiation
subject matter, objectives, issues, positions, fact-finding
and agenda
- Nierenberg's Need Theory: understanding negotiation behavior-The
Mediator's Bible
- Checklists for different negotiations
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Strategies &
Counters |
- Good guy/bad guy
- Forbearance
- Fait accompli
- Bland withdrawal
- Reversal, and feigning
- Limits
- Association and disassociation
- Last clear chance
- Randomizing
- Crossroads
- Salami, and many more
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Climate Control
& the Mediator |
- Favorable and unfavorable climates, attitude, Meta-Talk, gestures
- Typical climates and how to use them
- 92 working climates
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Tactics:
Role of the Mediation Caucus
The Agenda as a Tactic in Mediation
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- Agent with limited authority
- Deadline
- Low-balling
- Plateauing
- Hostage Saving
- Personalizing
- Non-negotiable demands
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Facilitating
the Mediation – Nierenberg's Need Theory
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- Basic needs
- Recognizing needs
- Changing win-lose stands
- Finding common interests
- Satisfaction of needs
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Moving the Parties
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- From defensiveness to openness
- Suspicion to evaluation
- Reassurance to readiness
- Territorial dominance to cooperation and more– 46 opposing
attitudes in all
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Mediation Problem
Solving
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- Making agreements lead to implementation
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Creative Preparation
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- Role-playing
- Conferences
- Homework
- Gain valuable information by asking the right questions
- Be able to negotiate with difficult people
- Conclude a Mediation so that an "Everybody Wins®" Negotiation
occurs
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Program Agenda:
What is Mediation?
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- Real life examples
- The basic ingredients
- Applications
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Understanding
Body Language & Meta-Talk
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In reading body language, you never have to say, "I should
have done something different". You will have alternatives
ready. The following will improve your skills:
Body Language and Meta-Talk in Mediation and Negotiation:
- Finding hidden meaning by reading gestures, feelings, expressions,
verbal mannerisms
- Loaded Words
- Seating Arrangements, etc.
- Hidden meaning in what we say: Meta-Talk, look and listen
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Case Preparations:
Evaluation, Philosophies & Workable Ethics |
- Reason for failure
- Success skills
- Leaning by doing
- Causing successful conclusions
- Building your competence
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