???????????????????????????? ???????? Techniques in Conciliation and Negotiation

1
???????????????????????????? ????????Techniques
in Conciliation and Negotiation

• ????? ???????????

2
?????????????????????????????????????????????

• ???????? (FAIR) ???????? (Neutral)
• ????????? (Expertise) ??????? (SPEEDY)
• ??????? (CHEAP)
• ??????????????????????????????? (EFFECTIVE
  ENFORCEMENT MECHANISM)
• ??????????????????????????????????????????????????
  ???????????? (MEASURE AGAINST BAD PUBLICITY)
• ???????????????????????????????? (PRESERVATION OF
  RELATIONSHIP)

3
????????????????????

• ?????????????? (Negotiation)
• ????????????????? (Conciliation or Mediation)
• ?????????????? (Arbitration)
• ??????????????????????? (Litigation, Adjudication)

4
A D R

• Alternative Dispute Resolution
• Negotiation
• Conciliation, Mediation
• Arbitration
• Traditional (Conventional) Dispute Resolution
• Litigation

5
It is almost a truism to state that arbitration
is better than litigation, conciliation better
than arbitration, and prevention of legal
disputes better than conciliation.

• Clive Schmitthoff
• Export Trade, The Law and Practice of
  International Trade

6
?????????????? (Negotiation)

• ???????????????????????, ???????, ???????
• ??????????????????????????????????????????????????
  ??????? (settlement Agreement)
• Win/Win Solution ???????????
• ????????????????? ???????????? ??????????????
• ?????????????????????? (Facilitator)
  ??????????????????????? (Conciliation)

7
Harvard Law School, Negotiation Project, Roger
Fisher, Getting to Yes

• ??????????????????????????????????????????????
  (Dont bargain over position)
• ???????????????????????????? (Separate the
  people from the problem)
• ????????????????????? ????????????????????
  (Focus on interests, not positions)
• ?????????????????????????? (Insist on objective
  criteria)
• ??????????????????????????????????? (Invent
  options for mutual gains)
• BATNA Best alternative to negotiated Agreement

8
????????????????? (Conciliation)

• ??????????????
• ??????????????????????????????????????
  (Facilitate, Facilitator)
• ??????????????????????????????????????????????
• Settlement Agreement ????????????????????
• One text procedure ?????????????????????

9
??????????????????????

• ?????????????????????????????????
• ?????????????????? ????????
• ???????????????????????????????????????????
• ???????????????
• ??????????????????????????????????????????????????
  ???????? ?????????????????????????????????
  ?????????????????? ???????????????
• ??????????????????????????????????????????????????
  ??????? ?????????????? ???????????????????

10
Guidelines Opening statement by the mediator
(Conciliator)

• Introductions conciliator to chair the meeting
• Introduce yourself, Thank the parties for coming
• Ask each party to introduce themselves- name,
  title and position
• Explain your role and the Process
• Role as a neutral, not a decision-maker, not to
  evaluate, not to give legal advice
• Dealing with impasse
• Maintenance of neutrality

11
??????????????????

• ?????????????????? ??????????????????
• ????????????????????????
• ??????????????????????????????????????????????????
  ??
• ????????????????? ????????????????????????????????
  ??????????????????
• ??????????? ????
• ????????????? ?????????????????????????????

• ????????????????? ????????????
• ????????????????
• ????? ????????? ?????????
• ??????????????????????????? ??????????

12
???????????????????????????????????????

• ?????????????????????????????????????????
• ??? ?????????????????? Coach
  ??????????????????????
• ?????????????????????????????
• ???????????????????
• ???????????????????????? ??????????? ???????
  ????????
• ?????????????? ??????????????????????
• ?? BATNA (Best alternative to the negotiated
  agreement) ??? WATNA (Worst alternative to the
  negotiated agreement)

13
???????????????????????????

• Reed Tradex Exhibition and Conference Co. Ltd. v.
  Miller Freeman (Thailand) Co. Ltd.
• METALEX 2000
• 16 19 NOVEMBER 2000 BITEC BANGNA
• METALTECH
• 16 19 NOVEMBER 2000 QUEEN SIRIKIT CONVENTION
  HALL