Title

Duelling experts in mediation and negotiation: How to respond when eager expensive entrenched expert egos escalate enmity

Date of this Version

January 2004

Document Type

Journal Article

Publication Details

This document has been peer reviewed.

Wade, John (2004) Duelling experts in mediation and negotiation: How to respond when eager expensive entrenched expert egos escalate enmity. Conflict Resolution Quarterly, 2004, Vol. 21, Iss. 4, pp. 419-436.

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Copyright © 2004 Wiley Periodicals, Inc. and the Association for Conflict Resolution.

Abstract

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.

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