Civil Litigation,
Alternative Dispute Resolution
May 10, 2018
Don’t let you bottom-line position become a ceiling
There is a time and place for revealing the bottom line, but it’s usually at the very end, not the very start of mediation or negotiations.
The wisdom of sharing bottom lines early in the negotiating process has likely been a concern of people since the first day that a caveman was engaged in a negotiation to trade a certain number of sharp spears for a piece of meat from the local wooly mammoth. Picture our hypothetical caveman holding a bunch of spears and thinking: "I will gladly give my friend Ur all of my sharpened spears for that delicious looking wooly mammoth hindquarter, but should I let him know...
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