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Victoria Pynchon

As the co-founder of She Negotiates Consulting and Training, I offer my services as a keynote speaker, trainer and consultant....

She Mediates

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She Negotiates

She Negotiates

The 33 cent wage and income gap is unacceptable and unnecessary. So is the cliché glass ceiling. Bottom line, our...

Making Money Talk

(photo by T.W. CollinsI must tell you that I have not read this new book on negotiation, but it looks intriguing and I intend to order a copy for myself.  It's entitled:  Making Money Talk:  How to Mediate Insured Claims and Other Monetary Disputes by J. Anderson Little

Brief review:

Making Money Talk is a valuable contribution to the conflict field. Andy Little correctly identifies the weakness in traditional needs-based mediation for quite a wide variety of cases, yet shows how the basic value of a facilitative, client-centered, process-oriented, communication-focused approach is still essential to money cases. This guide is well written and presented--it's a pleasure to read."  Bernie Mayer, Professor, Werner Institute for Negotiation and Dispute Resolution, Creighton University, Omaha, NE

The publishers say:

Learn how to effectively deal with the peculiar problems of traditional bargaining that you face when negotiating the settlement of civil litigation cases. This new guide written by an experienced litigator and mediator will help you understand why negotiations of insured claims are difficult to get started, why they become increasingly emotional as the parties engage in round after round of proposals and counter proposals, and how they can be settled with models and techniques that have been tested in thousands of civil trial court mediations.

With these proven models and techniques--essential for the novice or seasoned professional--you will:

  • gain a better understanding of the dynamics of money negotiations
  • be able to identify the recurring problems of traditional bargaining
  • learn facilitative tools and models to use when positional bargaining is unavoidable

In addition, this resource provides litigators, negotiators and insurance claims representatives with the strategies necessary to prepare for settlement negotiations and avoid the many pitfalls that exist in the negotiation and settlement of civil litigation. If you're involved in a negotiation that involves a monetary settlement, this book is an invaluable tool to help you reach a favorable goal. 

$42.00 regular price; $35.00 [ABA] Section of Dispute Resolution member price


Comments (1)

Read through and enter the discussion by using the form at the end
Geoff Sharp - July 10, 2007 9:54 PM

Vickie, this book winged its way to my corner of the world a couple of weeks ago. It's fantastic, especially if you are mediating zero sum games (insurance). It legitimises traditional bargaining approaches on the money but offers new insights.

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