Credibility Is Currency

The most consistently challenged aspect of offers and counter-offers throughout a mediation is credibility.  It becomes a currency of sorts in negotiating.

From the outset of negotiation, parties are sizing each other up – analyzing the strength of positions and evidentiary support – and disputing the credibility of each and the weight they are to be given.

Bargaining strength, then, is really related to the ability to convince and persuade;  and credibility leads to these ends by conveying both expertise and trustworthiness.

It behooves negotiators, therefore, to keep representations in check;  refrain from making unsubstantiated demands and responses, overstating (or failing to acknowledge) weak arguments or witnesses, and overly relying on yet-to-be-secured evidence.  And if you already practice in this tempered manner, you know the benefit of not having to compensate.

 

About Maria Hanna Joseph

Maria Hanna Joseph, principal of Joseph Mediation, is an Attorney-Mediator who is highly regarded for her experience and ability to resolve employment, workplace and organizational disputes. She has served more than 2,000 matters over her 20 years as a mediator and her 29 year employment law career. With care, expedience and economy, Maria helps attorneys and parties achieve settlement in nearly every mediation. Moreover, her pragmatism and perseverance bring about purposeful settlements; products of Maria's insight and creativity, gained by her depth of experience and training. These qualities, along with her demeanor and the trust she engenders, have earned Maria a reputation for being able to manage extremely challenging circumstances and settle a wide variety of cases. Maria is available to provide services in-person or virtually (utilizing teleconference and desk-top videoconference resources) throughout Massachusetts, New England and the U.S.
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