Turn assumptions into facts

It is inevitable that parties enter negotiation, whether in mediation or otherwise, making assumptions about the other sides’ negotiating position, their needs and drivers.

Unfortunately making assumptions weakens a negotiation position – the more assumptions that are made, the riskier the position.

In mediation the Mediator can be used to turn assumption into fact, and so move your negotiating position to a sounder, factual, base.

Before making an offer or counter-offer why not ask the Mediator to check out your assumptions? After all, his/her role is to help your client (and the other side) get the best deal, so make use of their unique position to turn your assumptions into facts.


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