Mediation, Multiple Minds, and Managing the Negotiation Within
By David A. Hoffman , February 8, 2012
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This article asserts that most parties to a negotiation experience ambivalence towards the process: they want a resolution but do not want to settle. The author addresses some of the techniques used to address parties’ this ambivalence. The mixed minds approach is helpful to understanding the parties’ internal feelings concerning negotiations. Once this is accomplished, more successful negotiations will occur.
