This is a ‘Negotiation Behaviour’ strategy that I will be discussing in my online talk to members of the SCMA worldwide about ‘Mediation Advocacy in Trust & Estate Disputes’, at 4pm GMT on Thursday 24 October 2024. In summary:

·       The essence of ‘Principle-Centred Dialogue ‘(‘PCD’) lies in remaining open to persuasion by reference to objective facts and principles.
·       Between themselves, the Mediation Advocates can establish a dialogue based upon reason.
·       This can transform ‘competitors’ into ‘colleagues’ who collaborate in trying to establish objective facts.
·       Thereby, confrontation between them is diffused.
·  So, the Mediation Advocacy strategy is to focus on interrogating objective facts.
·  Making each other open to correction and thus to persuasion, is a pillar of PCD.
·       PCD is premised upon the idea that you cannot convince another person to be open to principles and objective facts you suggest, until you have demonstrated that you are open to principles and objective facts they suggest.
·  Thus, PCD is a two way street.

PCD is also linked to another Negotiation Behaviour strategy that I will be discussing – ‘Adopt an unconditionally constructive approach to your opponent, i.e. treat him/her as a partner.’