Learning from the following favorite words：
“In too many situations, mediation is viewed as the last step iin adjudication– that is, when impasse has been reached–rather tha as the first step in a collaborative effort to work out a creative resolutin of conflicting claims.
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Parties in complex negotiations can move into the trading zone with the help of mediators in ways they may not be able to on their own. Once in the zone, the parties can get help from a mediator as they try to creat value and, as each attempts to win at win-win negotiation
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When negotiation withRegulators, improve your odds of approval by:
1.Thinking like a regulator
2. Assuming that regulators have more discretion than they admit
3. Basing your request on past approvals and experiences
4. Initiating conversations early in the process
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A joint fact-finding process might delay your final applicaition, and it will certainly impose additional costs, but it will almost always be worth the wait.
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Learning from the following favorite words：
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Once you understand the rugulatory agency’s primay concerns abut your proposal, it’s often usdful to proceed with some form of joint fact-finding. This is a collaborative process in which negotiators with different agendas gather, analyze, and interpret information with the goal of reachiing consensus on what is known and not known.
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Learning from the following favorite words：
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Wen proposing a novel product, service, or pricing strategy, look for elements of your proposal that have been approved in the past. Some aspects of what you’re proposing may have already passed through the regulatory gauntlet win another context.
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As in any negotiation context, it helps to put yourself in the other side’s shoes. When negotiating with a regulator, think like one. This will help you build a coalition with their back table.
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Learning from the following favorite words：
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Four rules that follow will help you navigate a wide range of governmental setting, and improve your odds of gaining approval.
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Keep in mind that the structures of the negotiating forum itself–that is, the ground rules that constrain the way a multiparty negotiation unfolds(even a two-party negotiation with back tables)–will be a constant topic of conversation
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When others approach you about joining they coalition, be sure to respond with caution and tact, especially when you are approached by emissaries from the back tables of other negotiatiors.
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