The smallest detail e.g. how your opponent actually speaks & appears in person v. on paper, can reveal more about their needs, priorities, and constraints, than what is in a position statement & bundle. So, in mediation – focus on the person & not the paperwork. Do not let the smallest of details pass you by. This of course is linked to the skill of active listening, emotional intelligence & instinct. It cannot be taught, but it can be practised.