It was the mid-80s and I remember an eminent academic telling me that I should read a book by some authors called Fisher and Ury. She said it would help me understand something about interest based negotiating and could be useful in training courses for mediators. Positions … interests … transitions … reframes ... etc, etc. It was a steep learning curve and we were experimenting as we went along.
"Mediation: past and promise,"
ADR Bulletin: Vol. 2
, Article 3.
Available at: https://epublications.bond.edu.au/adr/vol2/iss7/3