Mediation Flashcards
Negotiation
where parties have a degree of difference in position
Interest
the WHY behind your want
NPSC
Negotiation preference and style chart
NPSC is used to…
Win acceptance of other parties involved
NPSC styles
Evade-Not now, come back later
Comply- yes, lets do it your way
Insist- Take it or leave it
Settle- split the difference and call it a day
Cooperate- lets work together and come up with an even better idea
The Who, Stakes, Situation is used…
before negotiation starts
Who
Who are you dealing with
Stakes
what do you stand to gain or lose
Situation
what are the current or future circumstances
TIPO model
- Illustrates how trust influences you use of information and power AND how information and power influence the way you develop options
- Understand how trust, information and power influence any negotiation session
TIPO
Trust, Information, Power, Options
Mediation
Used when negotiation breaks down or reaches a roadblock
Mediator
individual that facilitates communication and promotes understanding
Dispute Resolution
alternative means is used to resolve an issue
Caucus
When the mediator holds a private meeting with individual parties
Stakeholder
outside parties who have a vested interest in the situation
Emotional Control
effectively controlling outwardly visible emotions
Impasse
Occurs when parties are deadlocked
ADR
Alternative
Dispute
Resolution
ADR
Umbrella term of options to resolve disputes
Mediation styles
Transformative
Narrative
Evaluative
Facilitative
Evaluative
Used where parties don’t have enough expertise
SME acts as mediator
Transformative
Focuses on empowerment
enables parties to seek their own solutions
Narrative
Talking it through
Facilitative
Used when nego stalls due to comm breakdown
Mediator helps, clarify, reevaluate and analyze
Mediation Process (3)
Gather info
Assess dispute
Determine when to offer mediation
Stages of mediation (5)
Mediator open statement Parties opening statements Joint discussion Caucus Closure
Methods of dealing with Impasse
Reality checking
BATNA
WATNA
Others POV
Reality Checking
Unrealistic demands
BATNA
Best course of action if resolution isn’t reached
WATNA
Worst course of action if resolution isn’t reached
Others POV
Put yourself in their boots
