ABA Teleconference on The Psychology of Impasse in Negotiation and Mediation
The Psychology of Impasse in Negotiation and Mediation
Wednesday, November 18, 2009
1:00 - 2:30 p.m. EST --- 10:00 - 11:30 a.m. PST
http://www.abanet.org/tips/market/09PsychTele.pdf
Program Description:
Issues of “face,” self-esteem and self-identity form the psychological core of negotiation and mediation. Most important is the “IDR cycle”— the cycle of self-inflation (overconfidence), deflation and realistic resolution that parties typically experience during negotiation and mediation. This program will help you understand the IDR cycle, the psychological reasons for impasse, and how to prepare yourself and clients for dealing with impasse.
You Will Learn:
•Why issues of "face," ego and self-identity often lead to impasse in negotiation and mediation.
•About the IDR cycle—the psychological cycle of self-inflation (overconfidence), deflation and realistic resolution that often occurs in egotiation and mediation.
•How to increase your ability to guide clients through impasse by learning about the role of impasse in the IDR cycle.
•How sophisticated counsel can prepare their clients for the psychological pressures they will face in settlement discussions and mediations.
•How understanding human psychology can help you maximize your chances for a deal in negotiation and mediation.
•Why taking an overaggressive stance or insisting on dealing with the person with most authority may be counterproductive—if the proper sychological groundwork has not been laid in the negotiation.
•The psychological differences between negotiations involving two or three parties and those that involve many parties and issues.
Moderator:
Elizabeth Bader, Esq., Author, "The Psychology of Mediation: Issues of Self and Identity and the IDR Cycle," 10(2) Pepperdine Dispute Res. J. (2009-2010), San Francisco, CA
Speakers:
Carlos Del Carpio, Esq., Meckler, Bulger, Tilson, Marick&Pearson, Chicago, IL
Peri Mahaley, Esq., Of Counsel, Orrick, Herrington & Sutcliffe LLP, Washington, D.C.
Gary Weiner, Esq., Mediation Program Administrator, Court of Appeal, First Appellate District, San Francisco, CA
Register: http://www.abanet.org/tips/market/09PsychTele.pdf
In order to best accommodate registrations made after 11/16, please fax or email your scanned registration form to: (312) 988-6230 or briggsm@staff.abanet.org. You MUST include your email address to receive the dial-in information and course materials link.
Approximately 30 minutes prior to the call, please direct all questions to briggsm@staff.abanet.org.
