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Contents xix Implicit Reframing and Timing Appropriate Lariguage or Syntax Determining an Agenda 'Procedural Assistance from the Mediator 10. Uncovering Hidden Interests of the Disputing Parties 1$7 Difficulties in Identifying Interests • Procedures for Identi- fying Interests • Productive Attitudes • Indirect Moves for Discovering Interests • Direct Moves for Discovering Inter- ests Positions, Interests, and Bluffs • Interest Identifica- tion, Acceptance, and Agreement 11. Generating Options for Settlement 199 Developing an Awareness of the Need for Options • Strate- gies for Option Generation • Procedures for Generating Op- tions • Option Generation Procedures • Types of Settlement Options Part Four: Reaching a Settlement 12. Assessing Options for Settlement 218 The Settlement Range Recognizing the Settlement Range • Negative Settlement Range 13. Final Bargaining 227 Incremental Convergence Leap to Agreement • Formulas and Agreements in Principle • Procedural Means of Reach- ing Substantive Decisions • Deadlines • Mediators and Dead- line Management • Enhancing the Usefulness of Deadlines 14.. Achieving Formal Settlement 24$ Implementing the Settlement • Criteria for Compliance and Implementation Steps Monitoring the Performance of Agreements • Formalizing Settlement 15. Strategies for Dealing with Special Situations 262 Caucuses Mediator Power and Influence Multiperson Negotiating Teams • Teams with Constituents • Mediation Services Funding • Funding the Parties Themselves Conclusion 297