Oftentimes settlement negotiations begin with offers or demands that are at the far extreme. So if you do receive an offer or demand that you’re ready to roll your eyes at, and it's like, “Come on, I’m ready to pack it up and leave”. Number one: Don’t leave.  It may take a few offers and demands going back and forth in order to get to the “dance floor”--a range where parties can be negotiating for a final settlement. In this episode, Jean Lawler–commercial + insurance mediator and arbitrator–draws from her experience as a mediator to discuss what lawyers can expect from exchanging settlement offers and demands in mediation.  Episode highlights include:

• How offers/demands go from the “insult zone”, to the “credible zone”, to the “reasonableness zone” and what to expect at each zone
• What to do once you arrive at the “dance floor” in mediation

To connect with Jean Lawler, follow her on LinkedIn or find her at LawlerADR.com.

To read the full episode transcript please see the Podcast Website.