Parties at a mediation tend to focus on their own wants without regard to the needs of the parties against whom they are negotiating. Each side wants to make a small move but is outraged when the other party responds in kind. A better approach is to “put yourself in the other room” in caucus negotiations. When formulating an offer, ask yourself how will your adversary interpret your offer? How will they likely respond? Is that the response you want from them? It takes two parties to reach an agreement. To help get there put yourself in the other room and look at things from a different point of view.
Francis Carter
