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xviii Contents 4. Selecting a Strategy to Guide Mediation 61 Mediator-Disputant Relationship for Making Decisions ' Ap- proach and Arena Decision: General Move Categories • Identification of Interests • Dispute Outcomes • Criteria for Selecting an Approach and Arena Conflict Strategies and Approaches Selecting and Making a Commitment to an Approach and Arena Coordination of Approaches and Arenas 5. Collecting and Analyzing Background Information 78 Framework for Analysis Selecting an Appropriate Data Collection Method Selecting the Appropriate Data Col- lector Data Collection Strategy Selection The Appro- priate Interviewing Approach Interviewing: Appropriate Questions and the Listening Process Conflict Analysis Data Reporting Integrating the Information 'Verifying Data • Interpreting Data 6. Designing a Detailed Plan for Mediation 103 Pazticipants in Negotiations Location of Negotiations Physical Arrangement of the Setting Negotiation Proce- dures • Issues, Interests, and Settlement Options • Psycho- logical Conditions of the Parties Establishing Ground Rules or Behavioral Guidelines Establishing a Tentative Agenda • Educating the Parties and Gaining a Commitment to Begin • Identifying Special Problems 7. Building Trust and Cooperation 124 Strong Emotions Misperceptions or Stereotypes • Special Perceptual Problems • Perception of Trust • Communication and Conciliation • Nonverbal Communication Part Three: Conducting Productive Mediation 8. Beginning the Mediation Session 153 Opening Statements How Parties Begin Negotiating Choosing an Opening to Negotiations • Turning the Nego- tiation Session Over to Disputants Facilitating Communi- cation and Information Exchange Establishing a Positive Emotional Climate 9. Defining Issues and Setting an Agenda 172 Topic Areas and Issues Identifying and Framing Issues Variables in Framing and Refraining Issues Explicit-