Perspective
Mar. 31, 2012
Bargaining: The steps of the meditation dance
There is an art to mediation, and learning the rules can make the process easier for all parties invovled. Robert A. Steinberg of ADR Services Inc.
The mediator's job is to translate feelings into words and words into numbers. This last translation - the actual bargaining process - can be difficult to implement. Emotions interfere with bargaining unless the mediator and the parties keep the focus on communicating through the offers themselves.
As with card games like poker and bridge, certain mathematical rules and relationships can guide the bidding process. Following i...
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