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Dueling experts in mediation and negotiation: How to respond when eager expensive entrenched expert egos escalate enmity
Author(s) -
Wade John H.
Publication year - 2004
Publication title -
conflict resolution quarterly
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.323
H-Index - 21
eISSN - 1541-1508
pISSN - 1536-5581
DOI - 10.1002/crq.71
Subject(s) - cognitive reframing , negotiation , mediation , set (abstract data type) , psychology , process (computing) , value (mathematics) , social psychology , law and economics , operations research , public relations , political science , computer science , law , sociology , engineering , machine learning , programming language , operating system
Having dueling experts is a predictable problem for negotiators and mediators. A routine process in response is set out: normalizing, reframing, and turning the barrier into a standard problem‐solving question. Twelve standard responses (each with inevitable advantages and disadvantages) are systematized for mediators and negotiators to learn and possibly add value to any negotiation.