MEDIATING COMMERCIAL AND LITIGATED CASES

5- DAY, 40-HOUR BASIC MEDIATION TRAINING SKILLS

AGENDA

DAY ONE

8:30     Registration / Continental Breakfast

9:00     Welcome, Introduction to Training, Overview, Sign Posting Next Five Days

9:20     Compare and Contrast ADR Methods – Continuum (lecture and discussion)

9:40     Introduction of 5-Stage Model (and why we begin with Negotiation) (lecture and discussion)

10:00   Competitive Negotiation – Distributive Bargaining (lecture and discussion)

10:45   BREAK

11:00   Negotiation Means Dealing With Mixed Motives

11:15   Win As Much As You Can – Competitive Negotiation Game (game theory)

12:00   How to Avoid Exploitation

12:30   LUNCH

1:15     How to Win in Competitive Negotiation (lecture and discussion)                                      

2:30     BREAK

2:40     You’ve Got Mail – Competitive Negotiation Exercise (role play simulation)

3:30     Opening Offers & Strategies / Key Questions (lecture and demonstration)

4:00     BREAK

4:10     Competitive Negotiation Skills (cont’d)

4:40   Role Play Simulation – The Homeowner and the Contractor                     

5:30   ADJOURN - Homework for Day Two -  Observe a Negotiation

DAY TWO

 9:00    Review Day One, Debrief Homework

 9:30    Collaborative Negotiation  -  Integrative Bargaining

10:15   Positions and Interests (storytelling, lecture, discussion)

11:00   BREAK

11:15   The Roadmap to Integrative Negotiation

12:30   LUNCH

1:15   Roadmap to Integrative Negotiation (cont’d)

2:15   BREAK

2:25   BankTec v. San Diego Federal 

3:30   BREAK

3:40   Negotiation Style (lecture)

4:10   Trouble in the Workplace Role Play Simulation     

5:00   Human Conflict Behavior Exercise - Recall a conflict (interactive discussion)

5:30   ADJOURN

DAY THREE

9:00     Review Negotiation – Questions on first two days

9:30     History of ADR, including court applications (lecture and discussion)

10:15   Principles of ADR (lecture and discussion)

10:45   BREAK                                                                                        

11:00   Thomas-Kilmann Grid – 5 Responses to Conflict

11:45   The Structure(s) of the Mediation Process (lecture and discussion)

12:10   The Riskin Grid (lecture)

12:30   LUNCH

1:15     Ogden v.Nelson - The Camera Store (role play simulation)

2:00     The Introduction Stage

2:30     BREAK

2:45     The Mediator’s Agenda (lecture and discussion)

3:00     The Mediators’ Break (lecture and discussion)

3:15     The Rug Dispute (role play simulation)

4:00     BREAK

4:10     The Communication Stage

4:45     Exercises in neutral language (interactive exercise)

5:10     Reframing exercise (interactive exercise)

5:30     ADJOURN

DAY FOUR

9:00     Review and discuss first three days – Midpoint Check-In

9:20     Review Sample Introductions and give feedback

10:00   Trouble in Santa Monica (role play simulation)

10:45   BREAK

11:00   Dealing with power imbalances (lecture and discussion)

11:30   Bias Exercise (interactive exercise)

12:00   LUNCH

12:45   “I” messages (lecture and discussion)

1:15     The Mediator’s Stance:  Attached, Unattached or Detached (lecture and discussion)

1:50     BREAK

2:00     The Mediator’s Perspective (lecture and discussion)

2:30     Managing Expectations (lecture and discussion)

2:50     Positions vs. Interests (lecture and discussion)

3:20     BREAK

3:30     The Two Realtors (role play simulation)

4:20     Legal Ethics, Confidentiality, and Mediator Standards of Practice (lecture and discussion)

5:30     ADJOURN

DAY FIVE

9:00   Questions and Review                                                                                   

9:20   Developing and operating a mediation practice (lecture and discussion)                            

10:30   Organizations, Providers, Certification and Social Media (lecture and discussion)

11:00   BREAK – Extended (with hearty snacks)

11:30   The Convening Stage

12:15   The Closing Stage

12:45   How Do You Define Success?  (interactive discussion)

1:30     Final Q&A

1:45     Evaluations, Certificates of Completion, and Video Testimonials

2:00     ADJOURN