Techniques in Conciliation and Negotiation 1232020 1 o

��������� Techniques in Conciliation and Negotiation ����������� 12/3/2020 1

�������� o o ������� (Negotiation) ��������� (Conciliation or Mediation( o o ������� (Arbitration( ���������� (Litigation, Adjudication) 12/3/2020 3

ADR o Alternative Dispute Resolution n o Negotiation Conciliation, Mediation Arbitration Traditional (Conventional) Dispute Resolution n 12/3/2020 Litigation 4

“It is almost a truism to state that arbitration is better than litigation, conciliation better than arbitration, and prevention of legal disputes better than conciliation”. Clive Schmitthoff Export Trade, The Law and Practice of International Trade 12/3/2020 5

Harvard Law School, Negotiation Project, Roger Fisher, “Getting to Yes” o o o �������������� (Don’t bargain over position( �������������� (Separate the people from the problem( ����������� (Focus on interests, not positions( o ����������� (Insist on o ����������� o objective criteria) (Invent options for mutual gains( BATNA – Best alternative to negotiated 12/3/2020 Agreement 7

Guidelines: Opening statement by the mediator (Conciliator) o o Introductions – conciliator to chair the meeting n Introduce yourself, Thank the parties for coming n Ask each party to introduce themselves- name, title and position Explain your role and the Process n Role as a neutral, not a decision-maker, not to evaluate, not to give legal advice n Dealing with impasse n Maintenance of neutrality 12/3/2020 10

��������� Reed Tradex Exhibition and Conference Co. Ltd. v. Miller Freeman (Thailand) Co. Ltd. “METALEX 2000” 16 – 19 NOVEMBER 2000 BITEC BANGNA “METALTECH” 16 – 19 NOVEMBER 2000 QUEEN SIRIKIT CONVENTION HALL 12/3/2020 13