Page 20 - Becoming a Better Negotiator

ammunition for this process. If the mediator challenges one side with her own evaluation, virtually everything that comes next from the mediator may be perceived as defending her own opinion. A good negotiator is prepared to arm the neutral with supporting law and/or evidence so that the neutral can remain neutral.
Building Trust
Another no-brainer concept: being effective as a negotiator in mediation is usually not a function of how aggressively you can advance your client’s position. It is possible to advance that position while conveying to the opposing party the sense that you remain open-minded. Maintaining neutrality is one of a good mediator’s most important tasks. The ability to convey some semblance of neutrality and objectivity will also make you a more effective negotiator.
Imagine the opposing party thinking that you are more objective than their own counsel.
Make Principled Demands/Offers
Tied in some ways to the concept of price anchoring described below, making reasonable and principled demands/offers -- especially the first offer/demand, will begin to build some trust between the negotiating parties. Concessions or compromises should also be tethered to
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