Mediation is facilitated negotiation, so it\u2019s good for mediators to pay attention to what happens in negotiation. I had two recent experiences that reminded me of a key negotiation principle, \u201cquit while you\u2019re ahead.\u201d<\/p>\n
In one case, I hadn\u2019t gotten points in my airlines reward program. I made my case over the phone for why I thought I was entitled to the points; the agent said she\u2019d give me the points. But then, I kept explaining why I felt I deserved it. It finally dawned on me: once the other party agrees to your demand, thank them, and stop!<\/p>\n
In another situation, I was negotiating with a hotel for the \u201creturning guest\u201d 10% discount, which had been promised but didn\u2019t show up on my bill. Finally the manager agreed to give me the discount. I thanked him \u2013 but instead of stopping there, I decided to push further and see if I could get him to delete another fee on my bill as well. His response: \u201cIt sounds like you have other concerns besides the discount, so you\u2019ll need to talk with the senior manager.\u201d That was the wake-up call I needed: I had accomplished my goal of getting the 10% discount. By trying to negotiate further, I had gotten greedy, and it would\u2019ve probably been a waste of time. Quit while you\u2019re ahead.<\/p>\n","protected":false},"excerpt":{"rendered":"
Mediation is facilitated negotiation, so it\u2019s good for mediators to pay attention to what happens in negotiation. I had two recent experiences that reminded me of a key negotiation principle, \u201cquit while you\u2019re ahead.\u201d In one case, I hadn\u2019t gotten points in my airlines reward program. I made my case over the phone for why […]<\/p>\n","protected":false},"author":2,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[1],"tags":[],"class_list":["post-748","post","type-post","status-publish","format-standard","hentry","category-uncategorized"],"_links":{"self":[{"href":"https:\/\/abfifer.com\/blog\/wp-json\/wp\/v2\/posts\/748","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/abfifer.com\/blog\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/abfifer.com\/blog\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/abfifer.com\/blog\/wp-json\/wp\/v2\/users\/2"}],"replies":[{"embeddable":true,"href":"https:\/\/abfifer.com\/blog\/wp-json\/wp\/v2\/comments?post=748"}],"version-history":[{"count":1,"href":"https:\/\/abfifer.com\/blog\/wp-json\/wp\/v2\/posts\/748\/revisions"}],"predecessor-version":[{"id":749,"href":"https:\/\/abfifer.com\/blog\/wp-json\/wp\/v2\/posts\/748\/revisions\/749"}],"wp:attachment":[{"href":"https:\/\/abfifer.com\/blog\/wp-json\/wp\/v2\/media?parent=748"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/abfifer.com\/blog\/wp-json\/wp\/v2\/categories?post=748"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/abfifer.com\/blog\/wp-json\/wp\/v2\/tags?post=748"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}