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12 The Mediation Process <br />There are perceived or actual incompatible interests that the <br />parties are having difficulty reconciling. <br />Perceived or unnecessary value differences divide the parties. <br />• The parties do not have a negotiating procedure, are using <br />the wrong procedure, or are not using a procedure to its best <br />advantage. <br />The parties are having difficulties starting negotiations or <br />have reached an impasse in their bargaining. <br />Because Whittamore and Singson's relationship has some <br />of the characteristics listed here, they will decide to use medi- <br />ated negotiations as a means of resolving their dispute. The fol- <br />lowing chapters examine in more detail the process of conflict <br />management that they have selected. <br />