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Overview
Stronger Settlements. Less Friction.
Do you want to control the bargaining zone, manage high-conflict dynamics, and close difficult cases more effectively? This course will take you beyond basic negotiation theory to teach practical tactics drawn from experienced mediators and advocates. Walk away with actionable techniques you can use in your very next mediation - register today!
- Master anchoring and bracketing to control the bargaining zone and avoid midpoint traps.
- Use the mediator intentionally - from pre-mediation statements through endgame proposals.
- Identify and counter hardball tactics without giving way or escalating conflict.
- Discover the best ways to handle authority limits, decision-maker conflict, and other challenging dynamics.
- Create movement without increasing dollars through strategic concessions and value multipliers.
- Turn “we're done” into “we're close” with impasse-breaking techniques.
Abbreviated Agenda
- Anchoring, Bracketing, and Bargaining Zone Control
- Using the Mediator Strategically
- Tips for Navigating Difficult Negotiation Dynamics
- Hardball Tactics in Mediation: How to Use or Counter Them
- Strategic Concessions: Creating Movement Without Moving Dollars
- Advanced Impasse-Breaking Techniques
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Credit Details
Credits Available
| Credit | Status | Total |
|---|---|---|
| Alaska CLE |
|
6 Total |
| Alabama CLE |
|
6 Total |
| Arkansas CLE |
|
6 Total |
| Arizona CLE |
|
6 Total |
| California CLE |
|
6 Total |
| Colorado CLE |
|
7 Total |
| Connecticut CLE |
|
6 Total |
| Delaware CLE |
|
6 Total |
| Florida CLE |
|
7 Total |
| Georgia CLE |
|
6 Total |
| Hawaii CLE |
|
6 Total |
| Iowa CLE |
|
6 Total |
| Illinois CLE |
|
6 Total |
| Indiana CLE |
|
6 Total |
| Kansas CLE |
|
7 Total |
| Kentucky CLE |
|
6 Total |
| Maine CLE |
|
6 Total |
| Minnesota CLE |
|
6 Total |
| Missouri CLE |
|
7.2 Total |
| Northern Mariana Islands CLE |
|
6 Total |
| Montana CLE |
|
6 Total |
| North Carolina CLE |
|
6 Total |
| Nebraska CLE |
|
6 Total |
| New Hampshire CLE |
|
6 Total |
| New Jersey CLE |
|
7.2 Total |
| New Mexico CLE |
|
6 Total |
| Nevada CLE |
|
6 Total |
| New York CLE |
|
7 Total |
| Ohio CLE |
|
6 Total |
| Oklahoma CLE |
|
7 Total |
| Pennsylvania CLE |
|
6 Total |
| South Carolina CLE |
|
6 Total |
| Tennessee CLE |
|
6 Total |
| Texas CLE |
|
6 Total |
| Utah CLE |
|
6 Total |
| Virginia CLE |
|
6 Total |
| Vermont CLE |
|
6 Total |
| Washington CLE |
|
6 Total |
| Wisconsin CLE |
|
7 Total |
| West Virginia CLE |
|
7.2 Total |
| Wyoming CLE |
|
6 Total |
| Florida Continuing Mediation Education |
|
6 Total |
| Kansas Continuing Mediation Education |
|
7 Total |
| New Jersey Continuing Mediation Education |
|
4 Total |
| Tennessee Continuing Mediation Education |
|
6 Total |
Select Jurisdiction
CLE
Other
Agenda
-
Anchoring, Bracketing, and Bargaining Zone Control
- The Bargaining Zone: Perception vs. Math
- Psychology of Numbers: Anchoring Bias, Loss Aversion, Reactive Devaluation, and Escalation of Commitment
- Anchoring Strategy
- Brackets: Meaning, Signaling, and Midpoint Traps
- Joint Session vs. Caucus and the Numbers Game
-
Using the Mediator Strategically
- Influencing the Mediator From the Pre-Mediation Submission Forward
- Mediator Styles - How to Adapt
- Managing Momentum
- Strategic Mediator Asks
-
Tips for Navigating Difficult Negotiation Dynamics
- Authority Issues or Insurance-Driven Constraints
- Internal Decision-Maker Conflict
- Emotional or Trauma-Driven Parties
- Vindication or "Day in Court" Motivation
- Cognitive Distortions and Valuation Gaps
- Power Imbalance
- Identity, Ego, and Reputation Dynamics
- Multi-Party Complexity
-
Hardball Tactics in Mediation: How to Use or Counter Them
- Fake Authority Limits
- Outrage, Personal Attacks, or Threats
- Stonewalling and Slow-Rolling
- Take-it-or-Leave-it Bluffing and End-of-Day Hostage Tactics
- Extreme Anchoring and Bad-Faith Numbers Theater
- Surprise Evidence and Information Dumps
- Negotiating Through the Mediator Only - Refusing to Engage
-
Strategic Concessions: Creating Movement Without Moving Dollars
- Common Concession Mistakes
- Signaling and Patterning: What Your Concessions Communicate
- Tactical Transparency
- Shifting Risk Instead of Dollars
- Non-Money Value Multipliers (Confidentiality Carve-Outs and More)
- Settlement Language as Leverage
- Face-Saving Concessions
-
Advanced Impasse-Breaking Techniques
- Diagnosing Real vs. Tactical Impasse
- The 5 Most Common Causes of Impasse
- Process Resets
- Brackets and Conditional Moves at Impasse
- Mediator Proposals (Single-Blind and Double-Blind)
- Post-Mediation Follow-Up to Close the Deal
- Closing the Deal: Term Sheets, Material Terms, and Preventing Settlement Collapse
Who Should Attend
This program is designed for attorneys. Mediators may also benefit.
Speakers
Speaker bio
Stanley Zamor
has been a Florida Supreme court certified mediator for 25 years. He is certified in the areas of circuit/county and family for the state of Florida and is an approved primary trainer (and assistant county/family trainer). Mr. Zamor is a private mediator with a multidisciplinary service and has the distinction of being selected and appointed to federal and state governmental agency rosters. Mr. Zamor also has the distinction of serving as an arbitrator for Circuit Court, AAA, and FINRA (securities/consumer claims). He has a keen ability to manage high-conflict personalities/complex legal issues, while assisting participants in achieving mutually beneficial consensus. Mr. Zamor has dedicated himself to being a professional third-party neutral, trainer, lecturer and ADR advocate. He has spent thousands of hours volunteering time and resources to individuals and organizations needing an alternative to litigation. Mr. Zamor facilitates a monthly Florida Supreme Court Circuit Mediator Certification a 40 hour training course, as well as an eight hour advanced mediation and negotiation CME/CLE seminars. Mr. Zamor mediates/arbitrates in the areas of HOA/condo; simple/complex litigation, complex family, construction, commercial business disputes, probate, PIP/workers' compensation, foreclosure, tort, insurance, malpractice, securities, entertainment and financial matters. Mr. Zamor has the distinction of being recruited and named to the roster of the National Academy of Distinguished Neutrals. He has served four terms as the president of the Florida Academy of Professional Mediators, Inc. (established in 1988 it is Florida’s first statewide not-for-profit ADR resource organization) from 2013-2017. Mr. Zamor is sought after by organizations and universities to lecture on the processes of Alternative Dispute Resolution (ADR), Ethics, and the legal/practical issues regarding ADR and Conflict Resolution Consulting. Mr. Zamor lectures on topics such as analyzing and resolving interpersonal conflicts, Domestic Violence, ethics, foreclosure and diversity, business relationships & disputes, and conflicts regarding labor unions and business organizations (including conflicts within organizational infrastructure and consumer confidence in business organizations). Also, Mr. Zamor has authored and contributed to numerous publications, including (but not limited to) “Mastering the Trial Notebook in Florida”; E-discovery; “Managing Personality Conflicts Within A Law Firm” and “Complex Litigation and Mediation”; “E-discovery and Forensic Computer Researching”. Mr. Zamor earned a Bachelors of Science Degree in Legal Studies/Paralegal Certificate from Nova Southeastern University; a Masters of Science degree in Conflict Analysis/Resolution from Nova Southeastern University, School of Social and Systemic Studies and has completed his Ph.D. research/course studies (2004 is ABD). Mr. Zamor has held senior litigation and lead trial team positions throughout his litigation work experience which include, but not limited to, the Attorney General’s Office and large/boutique firms. Mr. Zamor’s professional/civic activities include (but not limited to): National Academy of Distinguished Neutrals, Florida Roster; Florida Bar Grievance Panel Member (2023-2025 term); Florida Supreme Court Dispute Resolution Center Appointment: Mediator Ethics and Advisory Committee (MEAC) (former); and Center for Justice Research and Innovation (Depart. of Justice) – selected/appointed facilitator.
Speaker bio
W. Gary Blackburn
is an attorney in Nashville, Tennessee, where his areas of practice include business litigation, employment litigation, personal injury and insurance defense. He has spoken for various professional groups on topics related to section 1983 civil rights litigation, suits against the United States, and use of expert witnesses and issues concerning medical records. In July 2007, Mr. Blackburn put together and participated in a seminar on jury selection to the American Board of Trial Advocates in conjunction with the American Bar Association. He earned his B.S. degree from the University of Tennessee and his J.D. degree from Vanderbilt University. Mr. Blackburn is a fellow of the Nashville Bar Foundation and a member of the American Board of Trial Advocates (president of the Tennessee Chapter, 2007); the Nashville, Tennessee, American and Federal bar associations; the Legal Aid Society (past president); and The Harry Phillips Chapter, American Inns of Court.
Speaker bio
Kevin T. Knight
is a partner in the law offices of DSK Law. He is board-certified as a trial lawyer by both The Florida Bar and the National Board of Trial Advocacy. Over the course of his practice, Mr. Knight has generally focused on personal injury litigation. He earned his B.S.B.A. degree, summa cum laude, from the University of Central Florida and his J.D. degree from Stetson University College of Law.
Speaker bio
David B. Bice
earned his B.A. degree from the University of Virginia in 1978, and his J.D. degree from Samford University, Cumberland School of Law in 1984. He maintains a private practice, which is primarily centered in family law, the collaborative practice model and civil litigation. Mr. Bice is active with the local bar, serving as president of the Young Attorneys Section. He just finished his last term on the board of the Lynchburg Bar Association. Mr. Bice developed a series of training programs for special justices that were presented to the state’s special justices for two years, 2001 & 2002 prior to the current mandatory programs offered. He has been a contributor to a number of special projects including the Virginia Supreme Court’s Commission on Mental Health Law 2008-2009, Rules Task Force 2010-11, Ethics Panel 2012, Task Force to review restoration of firearms rights 2013, and most recently served for two years on a legislative work group convened to redraft the statutes on mandatory outpatient treatment. Mr. Bice continues to serve as a member of the faculty for OES trainings. On separate fronts, he has written articles for the Virginia State Bar, and just finished his term on the Technology and the Practice of Law Committee with the Virginia State Bar, as well as presenting in various areas for family law seminars both locally and nationally. Based on a peer review, Mr. Bice has received the designation of Super Lawyer in family law. Mr. Bice has also received the designation from the Virginia Law Foundation as Qualified Master Counselor in Divorce and Family Law Practice.
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