"Just like any business negotiation, it's best to close the complete deal while still at the table. The parties are still negotiating, so there is a major psychological advantage to maintaining that compromise process until all terms are settled. If you wait, you're potentially opening the door for emotion and memory to alter perception and create doubt on either side of the table, which may end up causing additional delays, negotiation, or court intervention."
Principles of Alternative Dispute Resolution
Principles of Alternative Dispute Resolution, in its fourth edition, is a Concise Hornbook, published by West Academic. More information is available by clicking on the photo.
Friday, February 27, 2015
A Mediated Resolution Is Like a Sale
Lawyer Douglas Chandler tells a nice story that relearns this lesson:
"Just like any business negotiation, it's best to close the complete deal while still at the table. The parties are still negotiating, so there is a major psychological advantage to maintaining that compromise process until all terms are settled. If you wait, you're potentially opening the door for emotion and memory to alter perception and create doubt on either side of the table, which may end up causing additional delays, negotiation, or court intervention."
"Just like any business negotiation, it's best to close the complete deal while still at the table. The parties are still negotiating, so there is a major psychological advantage to maintaining that compromise process until all terms are settled. If you wait, you're potentially opening the door for emotion and memory to alter perception and create doubt on either side of the table, which may end up causing additional delays, negotiation, or court intervention."
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