The Art of Money Negotiation in Mediation: A CLE for Legal Advocates

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Virginia MCLE
Accreditation Info

Courses purchased through the United Institute for Continuing Legal Education are provided and fully accredited by The National Academy of Continuing Legal Education, an approved Virginia State Bar MCLE Accredited Sponsor. To view our full accreditation details please .

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December 8
Monday, December 8, 2025
12:00PM - 1:00PM Eastern Time (EST)

About This Course

Monetary negotiations are often the most challenging—and consequential—component of mediating civil disputes. This CLE course offers a comprehensive examination of how parties and mediators approach the exchange of money in mediation, from initial demands and offers to final compromise. Attendees will analyze the competitive and cooperative models that shape negotiation behavior and learn how concepts like risk tolerance, cognitive dissonance, and game theory influence decision-making.

The session also covers foundational mediation principles, such as self-determination, neutrality, confidentiality, and the importance of protecting the mediation process. Through practical breakdowns of negotiation techniques—including bracket strategies, mediated proposals, and targeted apportionment—participants will walk away with actionable tools to manage impasse, maintain momentum, and guide cases toward resolution. Whether advocating for clients or facilitating settlements, this course equips legal professionals with a deeper understanding of the negotiation landscape in mediation.

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