Mediation Trusims (Money Negotiations)

Impasse is not an obstacle, it is part of the negotiation process;

Hope that an opponent will abandon their position is usually misplaced;

Resistance to reality (including risk of loss) is never in one’s own self-interest;

The numbers being exchanged as demands and offers do not tell the whole story about the progress occurring during negotiation;

The tipping point in negotiation begins when the parties start to perceive gain instead of loss;

You cannot rush a good negotiation, and shouldn’t try.