Strategy and the Tactics of Mediation

Abstract

Labor mediators see the achievement of a settlement as their objective. From this point of convergence, mediators will differ on the strategy to be used to achieve this end. Tactics refer to the specific actions mediators take in the service of these strategic ends. Based on a participant observation of 10 mediators on 16 cases, the strategies and tactics of mediators from a state agency are contrasted with those used by mediators from a federal agency. The state mediators use a building strategy and emphasize directive tactics to gather information, assess priorities, and encourage parties to move the parties on discrete issues. In contrast, the federal mediators favor a narrowing strategy and emphasize tactics to encourage the parties to continue to meet and progressively refine their proposals in order for an acceptable package to emerge. Mediators from both agencies see their strategic approach as responsive to the parties they serve.

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