This workshop presents a framework for mediators to diagnosis and ease emotional barriers that impede productive negotiation between disputing parties. It is based upon the book authored by Roger Fisher and Daniel Shapiro, entitled, “Beyond Reason, Using Emotions as You Negotiate” first published by the Harvard Negotiation Project in 2005. Rather than focus on the overwhelming number of emotions implicated in a dispute, Fisher and Shapiro focus attention on five core concerns that generate the emotions we must deal with. “The power of the core concerns comes from the fact that they can be used as both a lens to understand the emotional experience of each party, and as a lever to stimulate positive emotions in yourself and in others.” Thus, by addressing the core concerns of participants, mediators are able to address strong emotions, “…without getting overwhelmed by them.”
During this workshop, participants will be introduced to the five core concerns: appreciation, affiliation, autonomy, status, and role, as well as case study examples of how the core concerns have been utilized by the workshop facilitator in actual disputes/mediations, and in dispute resolution courses, for more than ten years. It is expected that participants will leave the workshop with a fundamental understanding of how the core concerns may be effectively used as a “lens” and a “lever” in mediation practice, and thereby develop a foundation for deeper study and practice in utilizing this framework for themselves.