Negotiation process and skills
This DVD depicts a negotiation between a bank and borrowers who are in regular default in repaying their loan. The bank wants to reduce the size of the loan as soon as possible, while the borrowers want to retain their capital and business.
Included at the end of the DVD are eight short 10 second scenarios where one negotiator makes a standard move (eg ambush report, “I’m leaving”; etc need to consult outsiders). The scenario then freezes to enable participants to practise a range of possible immediate responses to take predictable behaviours.
The first sequence shows common steps used by skilled negotiators who go straight to possible solutions – this is sometimes known as “positional”. The second sequence shows common steps used in the same fact pattern by skilled negotiators who defer solutions for a while; and attempt to listen for extra goals and “chips” before beginning to package offers. This is sometimes known as “interest-based” bargaining.
Included in the DVD you will find the detailed facts for this negotiation which can be printed out; and also a flow chart for the two kinds of negotiation process. Educationally, it is helpful to pause this DVD at various stages, and discuss where the negotiators are in the process; and what skills you see.
Kate & Tony
This DVD is a simulated family dispute resolution mediation (FDR) session between Kate and Tony, after separation. They have come to the FDR session in an attempt to resolve their differences regarding parenting arrangements for their child, Edward.
In the DVD viewers will observe how the mediators use the facilitative mediation model to assist Kate and Tony with their decision-making in relation to Edward which is in Edward's best interests.
The mediators in this DVD use a range of skills and strategies in facilitating this mediation (FDR) session. The DVD also shows viewers differing mediator styles used to facilitate mediation (FDR).
This DVD is a simulated mediation session between Jonathan and Simone, who are partners in a long established accounting practice. They have been unable to resolve their differences as to the division of partnership profits, differing workloads and the future client base for the practice.
In the DVD viewers will observe how the mediators use the facilitative mediation model to assist Jonathan and Simone with their decision-making.
The mediators in this DVD use a range of skills and strategies in facilitating this mediation session. The DVD also shows viewers differing mediator styles used to facilitate mediation.