“Split the Pie” – a Tasty Take on Negotiation
Negotiation is the most common form of dispute resolution.
I recently heard that about 50,000 actions are started in the Ontario Superior Court of Justice each year. About 2,000 cases go to trial. The rest are resolved some other way – mainly negotiated settlements.
I don’t know how accurate those numbers are, but that’s an awful lot of negotiation.
The difficulty, in many cases, is that parties (and counsel) don’t really understand what they’re negotiating about. It’s not the merits of the dispute. It’s not even the dollars claimed on each side.
It’s the difference in value between a deal . . . [more]


