Use the Mediator

As mediators, we often find ourselves helping parties to reframe offers in ways which are more likely to be palatable to the other party, based on our privileged knowledge of attitudes, needs and interests in the other room. Party representatives would do well to make good use of the mediator’s insights when preparing offers or fine tuning their strategy.

Ask the mediator: “How do you think this will be received?” “Is there a better way of expressing this proposal?” “Do you think this proposal will engage the negotiation?” The message is, use the mediator. He or she is there to help the parties get to a deal as quickly and efficiently as possible.