Negotiation and Mediation Communication Gambits for Breaking Impasses and More: What Do I Say When I Want To …

By John Barkai

This unique book contains over 3,000 phrases (called gambits) for more than 400 negotiation and mediation topics that negotiators, mediators, mediation advocates, and judges can say to be more effective in their settlement work. Those gambits are mainly focused on breaking impasses, which is heart and most difficult part of conflict resolution. The word "gambit" in this book means the opening words, phrases, or sentences in a conversation that provide the transition to a new topic. These gambits will improve your negotiation and mediation skills. I have collected thousands of gambits over the 40+ years that I have been a mediator, mediation teacher, and mediation trainer. The gambits came from class assignments, books, articles, videos, trainings, friends, and many that I have made up myself. The best of those gambits are the heart of this book. Use this book to shop for negotiation and mediation gambits in this book like shopping for clothes. Sort through piles of them within the book, focus on a few, and try them on. Say the ones you like best. Make some alterations in the wording to fit your conflict resolution approach and personal style, and then display them proudly as you stride towards successful conclusions in your negotiations and mediations. The following 100 gambit topics are representative of the over 400 topics in the book: make and ask for the first offer concessions counter offers conditional and contingent offers final offers apologies active listening agent of reality anticipate negative reactions baseball binding mediation be evaluative by asking questions bracketing break through "I can''t say" bridge the gap cartoons chance it change minds clients-only meeting close the gap compliment productive behavior confidential listener converts statements into offers create doubts decision tree don''t say "concession" draw from a hat endowment effect expand incomplete responses explain confidentiality fantasy football draft ask the mediator to take ownership flip for it frame the choice as a gain generalize get control of an unproductive process get next moves from them highlight common interests humor "I once had a case" "if" statements "in principle" technique indirect way to break impasse "It''s the principle of the thing" last and final offer last gap distribution lawyers-only meeting loss and mourning the dispute make a global summary make no free concessions match eagles with eagles mediator''s proposal money - change its "shape" "My lawyer says I have a good case" negotiate over mediator''s proposal net recovery technique normalize paradoxical intervention parallel option development pick-a-pile postpone a difficult issue prioritize interests probe for underlying interests propose both compromise quotations range bargaining reactive devaluation reciprocal apologies and concessions reframe respond to insulting first offers respond to uncomfortable mediator questions restate their proposal risk analysis role reversal Rule 68 offers seek coaching selective perception settle half the case "So you think you are going to trial," split the difference sports bonus contract state all agreements so far structured settlement sunk costs take 49 percent temper extreme offers test the margins the great escape the message in an offer transitions to proposals trial period two offers at once umbrella summarizing question uncertainty of estimates way out with dignity what would it be worth whisper number "Why did you settle your case?" "You''ll have to do better than that" To see the full list of 400+ topics, use Amazon''s "Look inside" feature to view the detailed table of contents and also the index.

• Format: Paperback
• Language: English
• ISBN: B0BFHVHWYY
• ISBN13: 9798832273969
• Release Date: September 2022
• Publisher: Independently published
• Length: 156 Pages
• Weight: 0.65 lbs.
• Dimensions: 9.0" x 0.4" x 6.0"