1779803272014
May 26, 2026 13:49
· 2:00
· English
· Whisper Turbo
· 2 スピーカー
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Whether one is negotiating for household goods in the spice market in Istanbul,
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negotiating for a pay raise with an employer,
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or involved in negotiating a complex business transaction,
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the fundamentals of negotiation are well understood and readily
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identifiable.
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Every negotiation characteristically involves a tension,
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a tension between exploring shared interests on the one hand and
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maximizing one's own individual interests on the other.
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Many individuals who lack the training,
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cultural predisposition,
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or experience in face -to -face negotiation manage this process
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poorly.
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Many individuals presented with the opportunity to negotiate
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simply choose to avoid it entirely,
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finding it awkward or uncomfortable.
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And when forced to negotiate,
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they often come away from the process dissatisfied.
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By involving a third party who has no stake in the negotiated outcome,
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the mediation process is designed to overcome many of these
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challenges inherent in direct negotiation.
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Mediation,
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at its core,
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is a facilitated negotiation where the mediator has a wide
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range of options and strategies available to assist the negotiating parties
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in managing these basic tensions while pursuing a full range of
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acceptable results.
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Now much has been written on negotiation theory and strategies for individuals
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seeking to maximize the results of direct negotiation.
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This module will review basic negotiation theory while
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focusing on the role of the mediator as a catalyst for continued dialogue and
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facilitator of settlement options.
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Furthermore,
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this module will examine the stages of the negotiation process,
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including its predictable goals and challenges.
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The goal of this module is to train thoughtful,
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ethical,
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and effective mediators who can capably assist parties through the negotiation
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process while helping everyone to maximize their objectives.
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