Scheinman Institute on Conflict Resolution

Negotiations Strategies and Tactics in Employment Mediation

In response to many requests for a workshop in negotiations geared to employment law neutrals and advocates, Cornell is pleased to offer this new program.

This unique workshop brings together the skills and framework necessary to succeed in either negotiation or mediation. You will understand the similar theories and approaches that can be used in both contexts while distinguishing the additional complexity of employment mediation.

This workshop blends lectures, demonstrations and role-play exercises to maximize your understanding of the dynamics and principles of the negotiation process.

Course Highlights include:

• A Framework for Understanding Disputes
• The Application of Game Theory to Bargaining
• Preparing for and Utilizing Mutual Gains Bargaining
• Negotiations in Mediation: The Advocate's Role
• developing the negotiations game plan
• preparing your client for mediation
• how to "negotiate" with your client when he/she feels he/she is at an advantage/disadvantage
• hates the opposing party
• is unreasonable, unrealistic and refuses to make concessions
• Employment Mediation & Negotiation: The Mediator's Perspective
• Understanding power imbalances and learning how to use them to broker sound settlements
• Common mediator mistakes and how to avoid them
• Negotiations Dynamics in
• Facilitative mediation
• Evaluative Mediation

Instructors

Ruth D. Raisfeld, Esq.
Rocco Scanza, Cornell University, ILR