How Negotiation Examples Can Help You Become A Better Mediator

By on / Teaching Negotiation

When opposing parties cannot come to a satisfactory resolution, a strong mediator can make all the difference. By effectively examining the issues at hand and helping parties identify creative solutions, a well-trained mediator builds consensus where there once was none.

To help professionals learn the art of mediation, the Program on Negotiation’s Teaching Negotiation Resource Center (TNRC) offers a wide range of role-play negotiation exercises.

Two of the TNRCs most useful role-play simulations for learning how to become a better mediator are Dirty Laundry and Tulia And Ibad.

Dirty Laundry – Featured Negotiation Role-Play Simulation

It could happen to anyone. A customer brought several customized shirts to a dry cleaner. When he picks up his laundry, he finds that the shirts have been ruined. The dry cleaner agrees to reimburse the customer, but they have differing views on what is “reasonable compensation”. In this three-person small-claims dispute, the mediator must create a process that allows the parties to find a deal that’s satisfactory to each of them.

In this negotiation role-play, participants learn how to:

  • Determine what meeting design is most beneficial for the situation (caucus, joint session, or both)
  • Recognize creative options after assessing the various interests
  • Understand the importance of letting parties vent their anger as well as grasping the role that emotions play in mediation
  • Help the parties define their BATNA (Best Alternative to a Negotiated Agreement)
  • Play a transforming role – helping move parties out of a zero-sum mind-set into an integrative bargaining or problem-solving framework

Tulia And Ibad – Featured Negotiation Role-Play Simulation

The stakes are high in this three-team, multi-issue mediation involving representatives from the country of Tulia, the country of Ibad, and the Organization of African Unity (O.A.U.) regarding a cease-fire between the two warring countries.

As this role-play demonstrates, knowing how to mediate is important not only for mediators but also for negotiators, who need to understand how to make good use of neutral assistance. In this negotiation exercise, participants will have ample opportunity to:

  • Look behind positions for underlying interests and motivations
  • Consider the mediating technique of using a single negotiating text
  • Utilize position/interest charts as well as a range of preparation tools and techniques
  • Understand the role that “face-saving” and legitimacy can have on a dispute
  • Hone their political, negotiation, and creative skills to come to a satisfactory resolution

Free Video – Getting The Right Parties To The Table

Making sure the right people are at the table can be crucial for a successful negotiation. The Program On Negotiation’s Vice-Chair of Education, Larry Susskind, offers key insights about the importance of having empowered decision makers present during a negotiation in this free video.

Take your training to the next level with the TNRC

The Teaching Negotiation Resource Center offers a wide range of effective teaching materials, including

Most TNRC materials are designed for educational purposes— for use in college classrooms or corporate training settings. TNRC cases and exercises help mediators and facilitators introduce their clients to a process or issue and help individuals who want to enhance their negotiation skills and knowledge.

Role-play simulations introduce participants to new negotiation and dispute resolution tools, techniques and strategies. Videos are also a helpful way of introducing viewers to key concepts, and TNRC books, case studies, and periodicals address the theory and practice of negotiation and conflict management.

Check out all that the TNRC has in store >>

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