Efnisyfirlit

• About the Authors
• Dedication
• Authors’ Acknowledgments
• Table of Contents
• Introduction
  • About This Book
  • Conventions Used in This Book
  • What You’re Not to Read
  • Foolish Assumptions
  • How This Book Is Organized
  • Icons Used in This Book
  • Where to Go from Here
• Part I: Acquiring the Keys to Mediation Success
  • Chapter 1: Achieving Success as a Mediator
    • Do You Have What It Takes?
    • Choosing Your Path
    • Checking Out Mediation Opportunities
    • Mastering Essential Skills and Strategies
    • Building a Successful Mediation Business
  • Chapter 2: Choosing the Right Niche
    • Identifying Your Natural Market
    • Considering a Court-Annexed Mediation Practice
    • Checking Out the Public Sector
    • Pursuing Ombuds Work
    • Scoping Out Restorative Justice and Victim-Offender Programs
    • Giving Peace a Chance
    • Consulting, Speaking, Training, and Publishing . . . for Experienced Mediators
  • Chapter 3: Training for Your Chosen Market and Niche
    • Acquiring Essential Legal Skills
    • Transitioning from Lawyer to Mediator
    • Getting Schooled
    • Becoming a Subject Matter Expert
    • Getting Certified or Qualified
    • Arranging for On-the-Job Training
    • Brushing Up on Ethical Standards for Mediators
• Part II: Becoming a Master Mediator
  • Chapter 4: Navigating the Mediation Process
    • Convening a Mediation
    • Starting Off on the Right Foot
    • Defining and Prioritizing the Issues
    • Tackling One Issue at a Time
    • Closing the Deal
  • Chapter 5: Mediating with and without Lawyers
    • Mediating Litigated Cases
    • Mediating Nonlitigated Disputes
  • Chapter 6: Exploring Different Mediation Styles
    • Practicing Facilitative Mediation: The Concessions and Reciprocity Route
    • Using Transformative Mediation to Repair Damaged Relationships
    • Bringing the Parties Down to Earth with Evaluative Mediation
    • Taking a Joint Session or Separate Caucus Approach
  • Chapter 7: Honing Essential Mediation Skills
    • Maintaining Confidentiality in Separate Caucuses
    • Keeping a Neutral Position
    • Probing with Diagnostic Questions
    • Anchoring a Dispute
    • Framing and Reframing
    • Engaging in Interest-Based Negotiation
    • Slicing the Pie with Distributive Bargaining
    • Assigning a Monetary Value to a Loss
    • Logrolling for Low-Cost, High-Value Concessions
    • Forming Contingent Agreements to Calm the Fears of an Uncertain Future
    • Appealing to Higher Values
  • Chapter 8: Employing Conflict Dynamics to Resolve Any Dispute
    • Examining the Nature of Conflict and How Disputes Arise from It
    • Exploring Conflict Management Strategies and Tactics
    • Discouraging Competitive Tactics
    • Strategically Escalating and De-Escalating Conflict
    • Dealing with Stereotypes
    • Understanding, Avoiding, and Leveraging Cognitive Biases
• Part III: Improving Your Success Rate
  • Chapter 9: Establishing and Maintaining Control
    • Setting the Tone
    • Dealing with Difficult Parties
    • Uncovering Hidden Interests, Secret Constraints, and Absent Stakeholders
    • Leading the Parties to the Inevitable Impasse
  • Chapter 10: Transitioning from Adversarial Negotiation to Collaborative Mediation
    • Overcoming Strategic Barriers to Transparency of Interests
    • Unlocking the Door to Information Exchange
    • Coaching to Empower and Guide the Parties
  • Chapter 11: Capitalizing on Your People Skills
    • Drawing On the Sources of Trust
    • Using Mirroring to Empathize and Get the Parties to Follow Your Lead
    • Attaining and Maintaining a State of Equanimity
    • Tapping the Power of Persuasion to Keep the Process Rolling
    • Ensuring Fair Play
    • Bridging Cross-Cultural Gaps
  • Chapter 12: Problem-Solving Like a Pro
    • Defining and Prioritizing Problems
    • Discovering and Inventing Solutions
    • Getting at the Heart of the Dispute
    • Building a Golden Bridge
    • Dealing with the Irrationality of Monetary Solutions
    • Bundling and Unbundling Issues
  • Chapter 13: Breaking through Impasse
    • Asking Diagnostic Questions
    • Using a Decision Tree or Cost-Benefit Analysis
    • Reframing to Readjust the Parties’ Perspectives
    • Reaching Compromise on Nonnegotiable Demands and Offers
    • Getting to Agreement via Concessions and Reciprocity
  • Chapter 14: Closing and Memorializing the Parties’ Agreement
    • Overcoming Last-Minute Missteps
    • Getting the Agreement in Writing
• Part IV: Launching Your Own Mediation Practice
  • Chapter 15: Building Your Business from the Ground Up
    • Knowing When You’re Ready to Embrace Mediation Full Time
    • Drafting a Business Plan and a Budget
    • Setting Up Shop
    • Setting Rates and Fees
    • Joining a Panel to Share Fees and Reduce Overhead
  • Chapter 16: Marketing Yourself and Your Business Online and Off
    • Tuning In to Your Market
    • Establishing an Online Presence
    • Pressing the Flesh
  • Chapter 17: Growing Your Business through Client Retention and Community
    • Getting Repeat Business
    • Growing Your Client Base through Referrals
    • Joining Mediation Associations, Formal and Informal
    • Getting the Most out of Mediation Conferences
    • Speaking with and Training Fellow Mediators
• Part V: The Part of Tens
  • Chapter 18: Ten Practices of the Super Mediator
    • Exhibit Faith in Your Mediation Model
    • Be Confident and Persistent
    • Remain Humble
    • Feel the Parties’ Pain
    • Listen Actively; Respond Reflectively
    • Ask for Feedback and Use It to Improve
    • Be Respectful and Predictable
    • Adjust to the Parties’ Preferences, Hopes, and Characteristics
    • Expect and Elicit the Best in People
    • Develop an Attitude of Ubuntu
  • Chapter 19: Ten Major Mediating Mistakes and How to Avoid Them
    • Arguing and Judging
    • Delaying the Opening Offer
    • Wallowing in Pessimism
    • Sidelining the Parties
    • Ignoring the Justice Issues
    • Bargaining in the Nano-and Stratospheres
    • Cutting the Baby in Half
    • Telling the Parties That Their Concerns Aren’t Relevant to the Resolution
    • Failing to Master Your Own Emotional Responses to Conflict
    • Breaching Confidentiality with a Wink and a Nod
  • Chapter 20: Ten Tips for Busting Impasse
    • Harnessing the Power of Bracketing
    • Using or Avoiding Mediator’s Proposals
    • Making the Agreement Contingent upon Future Conditions
    • Drafting a High-Low Agreement
    • Engaging in Baseball Arbitration
    • Calming Future Fears with Stipulated Judgments and Hammer Clauses
    • Transforming a Dispute into a Business Opportunity
    • Making Money Talk
    • Resolving Justice Issues
    • Strategically Using Apologies
• Index

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