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'Insulting' First Offers: Why Lawyers Make Them, and How to Respond

International Institute for Conflict Prevention & Resolution, Vol. 27, No. 7, p. 113, 2009

Suffolk University Law School Research Paper

6 Pages Posted: 29 May 2011  

Dwight Golann

Suffolk University Law School

Date Written: 2009

Abstract

This article examines the “insulting offers” phenomenon in legal mediation from the perspective of a mediator. It analyzes why parties make extreme opening offers and discusses approaches mediators can employ to avert or deal with them.

Keywords: positional, dispute, settlement

Suggested Citation

Golann, Dwight, 'Insulting' First Offers: Why Lawyers Make Them, and How to Respond (2009). International Institute for Conflict Prevention & Resolution, Vol. 27, No. 7, p. 113, 2009; Suffolk University Law School Research Paper . Available at SSRN: https://ssrn.com/abstract=1854694

Dwight Golann (Contact Author)

Suffolk University Law School ( email )

120 Tremont Street
Boston, MA 02108-4977
United States
617-573-8183 (Phone)
617-305-3086 (Fax)

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