From the monthly archives:

January 2007

Leaving value on the negotiation tableThere’s an exercise I use to get people to think about negotiating styles.

You mark a line down the middle of the floor with masking tape. Then you tell participants to find a partner and to stand facing each other on opposite sides of the line. You instruct them that they are about to play a game and that the object of the game is to get your partner to come over to your side of the line. You tell them that if they can do that, they’ll win. And not only will they win, but you will pay the winner $1000. You then give them 60 seconds to play.

What happens next is predictable.

First of all, across all groups, people typically rely upon three approaches:

  1. Persuasion.
  2. Trickery.
  3. Force.

Persuasion: Most people will attempt to persuade their partner to come over to their side of the line. They try to offer compelling arguments why they deserve the money. Sometimes, too, one partner will persuade the other to postpone gratification and come over to the other side on the promise that if the game is played again it will be their turn to collect the $1000.

Trickery: In some cases, people will promise to split the money while secretly intending to renege. An unscrupulous few will trick their partners, reaching out to shake their hand as a sign of good faith and then suddenly pull their unsuspecting partner across the line.

Force: Some players will try to use intimidation or brute force to drag their partner across the masking tape line.

This isn’t surprising. In real-world negotiations, people rely on these same approaches. Persuasion is very common–efforts to convince the other person that you’re right and they’re wrong, or to hand over something that we want. Trickery and force or intimidation remain perennial favorites–for some people, negotiation is a form of warfare. Unless there’s blood on the sand, the negotiation’s a failure.

These approaches often come up short. With persuasion, you often get nowhere–it becomes an endless round of “Yes, but”. With trickery, you might get the monetary results you wanted, but you’ve also destroyed trust. Not only will that person never do business with you again, they’ll tell others to stay away from you, too. And the problem with treating negotiations like a battle is, after all the time and energy you invest in the negotiation, you’ve made an enemy instead of someone who might be willing to do business with you again.

Back to the game I was telling you about.

When you stop the game and ask who won, the results are interesting. Typically, there are three outcomes:

In order of most frequently occurring to least frequent:

1) Neither partner wins anything, since both failed to get the other to step across the line (approach used: persuasion, trickery).

2) The partners split the $1000 if one agrees to cross the line to the other side (persuasion, trickery).

3) One partner wins, the other partner receives nothing (trickery, force).

There is, however, a rarely used fourth approach which yields an equally rare outcome. This approach enables both partners in a pair to each get $1000. A win-win, in fact.

Can you figure out how to do that? I’ll give you a moment to ponder it. (You mediators sitting there in the back of the room, no fair giving away the answer.)

Okay, time’s up.

Here’s the answer:

All the parties have to do is switch sides.

That’s it.

The problem though is that people don’t usually think of doing that. When you tell them that the winner gets $1000, people figure in each pair only one can emerge a winner. It doesn’t occur to them that both could win. There’s nothing in the directions that forbids it. The directions are clear: If you get your partner to come to your side of the line, you win $1000. That’s it. But people hear the word “win” and they’re already thinking about the other side of that coin: lose. It’s what puts the “zero” in zero sum game.

What happens is, people compete. That competitiveness forecloses any other results but lose/lose, win/lose or a 50/50 split. People waste time figuring out how to divide the pie instead of inventing ways to expand it.

In your negotiations, how much value are you leaving on the table? Is your desire to keep that competitive edge blinding you to more profitable outcomes?

Think about it.

{ 3 comments }

Mediate.com Featured BlogsMediate.com, the world’s most visited conflict resolution web site, has added something new: a list of Featured Blogs. Designated by Mediate.com as “the leading Blogs in the fields of mediation and dispute resolution”, the blogs featured this month are:

Geoff Sharp’s Mediator Blah…Blah… and Mediation vBlog Project
Gini Nelson’s Engaging Conflicts
and this blog, Online Guide to Mediation

Thanks to Jim Melamed, co-founder of Mediate.com, for this distinct honor.

{ 3 comments }

Last Friday I wrapped up the final day of teaching at a week-long mediation training. This was a basic training–the first training that these individuals would have in preparation for becoming a mediator. Typically at the end of a training, the last thing we cover is “What Now”–the next steps for them to take.

Our parting advice is simple: be a joiner.

“Joining” means to take part in the life of a community. Joining means to show up for professional development workshops, conferences, and roundtables. Joining means getting to know people who have something to teach you. Joining means passing that teaching on to someone else. Joining means to join professional associations, not just for the usual member benefits–the reduced fees at association events, listings on web sites or in print directories, or discounts on malpractice insurance–but the really important stuff: the networking, the schmoozing, the connecting. Joining is the exchange of knowledge, the debate of ideas, the joy of discovery. Joining is about contributing to the conversation, in big ways and small.

Today marked another last day: it was the final day of a four-week teleseminar series on blogging for alternative dispute resolution professionals that I taught with my friend Tammy Lenski.

In thinking about that it occurs to me that I can pass along to bloggers the same advice that I gave those new mediators last week.

Be a joiner.

And what’s the best way a blogger can join in?

Introduce yourself to other bloggers. Link to them. Be helpful. Post constructive comments. Welcome new bloggers. Find a way to contribute.

And if you’re a blogger who is fascinated by the law, you can do no better than to join in the community that is Blawg Review, the weekly review of the best in law blogging.

So, how can you join Blawg Review? Read it regularly, link to it, submit articles to it. You can even host it.

To see it for yourself, visit this week’s edition of Blawg Review, hosted with flair by Kevin Thompson at Cyberlaw Central, which delivers conspiracy theory, subversion, and world domination, along with plenty of world-class blogging.

You can view the complete list of past hosts and upcoming ones at Blawg Review.

(Mediators mark your calendars: next week’s edition of Blawg Review will be hosted right here at Online Guide to Mediation.)

{ 3 comments }

My series on “Bridging the divide between lawyers and mediators” continues with a look at the advantages that mediation offers attorneys.

*****

Alternative dispute resolution (ADR) is here to stay. Courts refer litigants to it or may even require it, more businesses include it in contractual agreements, and savvy clients demand it.

Mediation in particular has grown in popularity as a time-saving, cost-effective way to resolve disputes in mutually satisfying ways and get people back to work, back to business, or back to their lives.

Regardless of the stage of a dispute–whether it’s already in litigation or not there yet–mediation can make a difference. But what specifically does mediation offer the lawyer? Quite a lot, as it turns out:

1. A framework to negotiate.

Back in the day when I was in law school, we were taught trial skills. This was deeply ironic, since it quickly became apparent when I began work as a lawyer that the real focus of my practice wouldn’t be trial at all. The real focus was negotiation–bargaining with the other side to reach settlement. The problem though is that most of us don’t have any real training in negotiation, and consequently we don’t always do it very well. We treat negotiation as a take-no-prisoners death match, or we come to the table expecting to give a little, get a little, and both walk away equally unhappy. The first of these approaches is notorious for damaging trust and destroying good will. And both these approaches leave value on the table and stifle creativity in designing settlement options.

Here’s where a mediator can help. The best mediators are negotiation experts who understand how to turn the parties into more effective negotiators. Mediation is not about holding hands and singing “Kumbaya”. It’s about getting your interests met and maximizing your gain–yours and the other side’s. If you don’t want to leave value on the table, if satisfaction counts, hire a mediator who understands negotiation.

2. Focus and structure.

Good mediators are skilled facilitators who run a mediation like an efficient business meeting. They have the ability to cut through the sparring, posturing, and argumentativeness to help parties get down to business. They push parties to develop an agenda, identify key interests, and create a realistic action plan which both can commit to and implement.

3. Reality testing for clients.

One of the challenges attorneys can face is the client with unrealistic expectations about the value of their cases or the likelihood of success at trial. Mediation allows clients a first-hand glimpse into the strengths of the case of the opposing side or gives a preview of how sympathetic a plaintiff will be in court. The mediator brings to the negotiating table skill in reality testing along with the ability to guide parties through risk analysis–which can make settlement seem far more attractive than the alternatives away from the table.

4. Reality testing for the other side.

Mediators of course will be asking the hard questions of all sides in a dispute, not just the one you happen to be on.

5. Overcoming barriers to agreement.

Mediators will be proactive in seeking out and addressing issues that are preventing the parties from reaching resolution. It’s part of our job description.

6. Negotiation skills you can use.

There’s no reason you can’t raid a mediator’s toolbox. You can learn to become a more effective negotiator and problem-solver. Take a negotiation training or hire a dispute resolution professional to design an onsite negotiation training for your law firm. Take a mediation training yourself to gain an insider’s view of the process and insights you can pass on to your clients to help them–and you–make the most of mediation.

7. Greater satisfaction for your client.

What’s not to like about a process that can save your client time and money and enable them to walk away with a solution tailor-made to meet their interests? In addition, in a time when ADR will be increasingly available and not less, being conversant in ADR and negotiation can give you a competitive edge. It’s one more benefit you can offer your clients.

And that’s a win-win for everyone.

Please read the final installment of this series, Part 3: “What lawyers can do for mediators“.

{ 4 comments }

As a mediator and a trainer of mediators, a lot of announcements for mediation trainings cross my desk. Most recently one came my way that invited registration for a “certification training” for mediators. I’ve seen many like it over the years.

Most of them sadly have one thing in common: the “certification” that many of these trainings purport to provide is largely meaningless.

As public awareness of mediation’s benefits grows, so, too, does interest in mediation as a career. People naturally want to receive appropriate training and credentialing. Many of them believe that to enter the mediation field, they need to become certified as a mediator. As it turns out, that may or may not be right.

Confused? You’re in good company. And finding accurate information about mediator certification is a lot harder than it should be. I’ve therefore created this article in an effort to dispel some of the confusion.

1. How are mediators licensed?

At the time of this writing, mediation in the U.S. is an unlicensed profession. Unlike their counterparts in fields such as law, medicine, psychology, architecture, or social work, mediators in private practice are not licensed or regulated by states. In fact, anyone can hold themselves out as a mediator even if they have no training whatsoever.

There are reasons for the lack of licensing or state regulatory oversight. For one thing mediation as a field is relatively new and continues to define itself. Although forms of mediation and conflict resolution have existed for millennia, mediation as a professional service rose to prominence only in the latter half of the 20th century. Its widespread institutionalization in courts, schools, businesses, and governmental agencies, and its broad acceptance by the public are a fairly recent phenomenon.

In addition, credentialing remains a controversial subject among mediators. What makes credentialing a challenge is that mediators disagree among themselves as to what constitutes the practice of mediation. Different models of practice abound, and the differences among these models can be dramatic.

These models include facilitative mediation, an interest-based, problem-solving approach modeled upon the well known classic, Getting to Yes; evaluative mediation, in which the neutral provides an assessment of the strengths and weaknesses of a case and makes predictions regarding each party’s likely success at trial; and transformative mediation, which values the principles of empowerment and recognition–empowerment of parties to make their own decisions and the recognition by each party of the other’s point of view.

2. So does that mean mediation isn’t a true profession?

Absolutely not. Do not mistake the lack of professional licensing for a lack of professionalism. During the past several decades the mediation field has produced theories of practice, an impressive body of scholarship, and numerous laws and judicial decisions regarding mediators, mediation, and the protection of confidentiality of mediation communications.

Most importantly, practitioners, educators, scholars, researchers, and others have developed and refined standards of best practices, crafted ethical rules for practitioners, and developed guidelines for the training and education of mediators. Specializations have emerged within the field with corresponding practice standards for those specialty areas. And professional associations for mediators abound that actively work to advance the field.

3. If mediators aren’t licensed, then how can I qualify to be a mediator?

That depends upon the state you plan to live and practice in. In Massachusetts, to receive the benefit of the protection of a state law that protects the confidentiality of mediation communications, a mediator must have completed at least 30 hours of training and either have four years of professional experience as a mediator, be accountable to a dispute resolution organization which has been in existence for at least three years, or be appointed to mediate by a judicial or governmental body.

For mediators who serve in court-connected mediation programs, state courts may have their own qualification requirements.

For a list of the requirements for each of the 50 states, see “State Mediator Rosters and Qualifications” prepared by the Institute of Government, College of Professional Studies at the University of Arkansas at Little Rock.

4. Okay, so what is mediator certification then?

That depends. Let’s take a look at the different contexts in which mediator certification appears.

State and federal certification

Only a very few state courts or state bodies in the U.S. certify certain classes of mediators. These include The New Hampshire Marital Mediator Certification Board; the Supreme Court of Florida, which certifies four different categories of mediators–county court, family, circuit court, and dependency—each of which must meet specific minimum qualifications; South Carolina Board of Arbitrator and Mediator Certification, working in conjunction with the South Carolina Supreme Court’s Commission on Dispute Resolution; the Judicial Council of Virginia; and North Carolina Court System’s Dispute Resolution Commission which certifies family financial mediators.

In addition, at the federal level, the U.S. Department of the Navy certifies mediators who have met the necessary requirements.

Certification by professional associations for mediators

Some professional associations for mediators have established certification for certain classes of its members who have met qualifications specified by the association, which may include training, experience, and educational requirements. In this case certification is private and is not connected with any state authority or provided under state oversight.

Certification by private training companies

Some private training companies offer mediator certification training which will enable participants to meet the training requirements established by a particular state court or body for certification as a mediator. Such trainings will most likely be clearly identified as such.

However, some private training companies offer what they describe as “certification training” for mediators, which simply means that participants will receive a certificate of attendance upon completion of the training and not that the training will satisfy the certification requirements of a particular state court or agency. In my opinion–one which is widely shared by many respected trainers and educators in the ADR field–this practice can be misleading, whatever the intention of the trainers. For the layperson unfamiliar with the field, it creates a likelihood of confusion. In this case “certification training” can easily raise the expectation that the training confers formal accreditation or a professionally recognized credential, when in fact it does nothing of the kind.

If you plan to register for a mediation training which advertises itself as “certification training”, be sure to find out specifically what certification means in this case and what it will qualify you for.

Online mediator certification training

Online certification training for mediators warrants a special caveat. I have said this before and it is worth repeating: online mediation training which purports to prepare students for face-to-face mediation is not worth your time and money. As I said in an earlier post,

If you’re thinking about getting training in mediation, please be aware that great mediation training is highly experiential and interactive, reinforcing the notions of collaboration and teamwork. Acquisition of learning is achieved through interpersonal interaction–through class discussions, multi-party exercises, and role-playing. It’s a very much hands-on experience to get students in touch with the deeply interpersonal dynamics of mediation itself.

I would therefore caution you about mediation trainings offered as correspondence or distance learning courses which students complete online and at their own pace with no interaction with other students. A mediation correspondence course which affords no opportunity for face-to-face and group interaction with coaches and fellow students is simply no substitute for the real thing.

5. Conclusion. As you can see, mediation certification and credentialing is a complex topic. It pays for you to be thorough in doing your homework. For up-to-date information in your state on mediation training, certification, or mediator qualifications, please contact your local chapter of the Association for Conflict Resolution. To learn more about mediation training and careers, please explore the following posts:

How to become a mediator: five frequently asked questions about training and careers in mediation.”

Getting it straight: understanding mediator certification.”

What to look for in a basic mediation training.”

Best of luck to you as you pursue a career in mediation.

{ 0 comments }

Bridging the divide between lawyers and mediators, Part 1: valuing the rule of law

January 20, 2007 Attorneys and Mediators

I begin my series on “Bridging the divide between lawyers and mediators” in contemplation of the rule of law–what has been described as “the bulwark of our democracy”. Law after all stands at the center of our political and civic lives. It is the backbone of our political systems, provides certainty to our commercial transactions, [...]

Read the full article →

Advanced ADR Marketing: January 30 workshop takes dispute resolution professionals beyond the static web site

January 16, 2007 Events for Mediators

On January 30, 2007, from 2:00 – 4:30 p.m., you’re all invited to a special event hosted by the Association for Conflict Resolution’s New England Chapter: “Advanced ADR Marketing: Online Strategies for Building Business“. This workshop will show dispute resolution professionals how to move beyond the static web site to leverage the power of the [...]

Read the full article →

Mediator among law school deans signing letter condemning Pentagon call for lawyer boycott

January 16, 2007 News about ADR

The Boston Globe reports today that the deans of the major law schools in Massachusetts joined some 100 law school deans as signatories to a letter protesting the controversial call by a Pentagon official to boycott law firms representing Guantanamo detainees. Among the law deans joining the protest is Robert H. Smith, dean of Suffolk [...]

Read the full article →

Martin Luther King Day observed at special edition of Blawg Review

January 16, 2007 Blawg Review

As Nobel peace prize winner Dr. Martin Luther King once observed, Injustice anywhere is a threat to justice everywhere. We are caught in an inescapable network of mutuality, tied in a single garment of destiny. Whatever affects one directly, affects all indirectly. These powerful words, echoing down the years, are summoned up for visitors to [...]

Read the full article →

Bridging the divide between lawyers and mediators

January 12, 2007 Attorneys and Mediators

As an attorney and as a mediator I straddle two worlds. People have often asked me if reconciling these two professional selves is difficult, expecting that the gravitational pull that each exerts must draw me in opposite directions. It does not. Although one field goes so far as to frame itself as an alternative to [...]

Read the full article →