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

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 offerconcessionscounter offersconditional and contingent offersfinal offersapologiesactive listeningagent of realityanticipate negative reactionsbaseball binding mediationbe evaluative by asking questionsbracketingbreak through "I can't say"bridge the gapcartoonschance itchange mindsclients-only meetingclose the gapcompliment productive behaviorconfidential listenerconverts statements into offerscreate doubtsdecision treedon't say "concession"draw from a hatendowment effectexpand incomplete responsesexplain confidentialityfantasy football draftask the mediator to take ownershipflip for itframe the choice as a gaingeneralizeget control of an unproductive processget next moves from themhighlight common interestshumor"I once had a case""if" statements"in principle" techniqueindirect way to break impasse"It's the principle of the thing"last and final offerlast gap distributionlawyers-only meetingloss and mourning the disputemake a global summarymake no free concessionsmatch eagles with eaglesmediator's proposalmoney - change its "shape""My lawyer says I have a good case"negotiate over mediator's proposalnet recovery techniquenormalizeparadoxical interventionparallel option developmentpick-a-pilepostpone a difficult issueprioritize interestsprobe for underlying interestspropose both compromisequotationsrange bargainingreactive devaluationreciprocal apologies and concessionsreframerespond to insulting first offersrespond to uncomfortable mediator questionsrestate their proposalrisk analysisrole reversalRule 68 offersseek coachingselective perceptionsettle half the case"So you think you are going to trial,"split the differencesports bonus contractstate all agreements so farstructured settlementsunk coststake 49 percenttemper extreme offerstest the marginsthe great escapethe message in an offertransitions to proposalstrial periodtwo offers at onceumbrella summarizing questionuncertainty of estimatesway out with dignitywhat would it be worthwhisper 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.