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Alexander Merenkov
Insurance company Severnaya Kazna Russia 2013
October 2013
Aleksander Merenkov
General Director of Insurance Company Severnaya Kazna
Russia, since 1996
Chairman of the Mediation Center of the Ural Chamber of
Commerce, mediator, trainer
Associate Professor of General Economic Theory
Department of the Ural Federal University.
Consultant in strategy, negotiations and sales
since 1998.
Insurance experience since 1994
Experience in publishing, commercial, medical
and telecommunication business.
Publications in electronic and printed media
Yekaterinburg
190, Soni Morozovoy Street
Office phone: +7(343) 262-3-316
Mobile phone: +7(909) 007-3-999
E-mail:merenkov@kazna.com
facebook.com/aleksandr.merenkov
Skype: gurusk
www.kazna.com
8 TOCPA
Information processing
Fact
Interpretation
Emotion
Conflict
8 TOCPA
Conflict-Solving Method
It is a
triangle
It is a
rectangle
It is a
square
Solution sequence
Let talk
Understand views of the parties
Understand the core of the conflict
Come to the interests of the parties
Find mutually acceptable solution
Check for feasibility
Compose an agreement
Evaluate the satisfaction of the parties
Example
Conflict between two business owners
Solution come to an agreement
Sequence of work see above
B
Recover time and
moral efforts 1,
contributed by Party 1
to construction
Want of Party 1
D
Keep the premises
and not pay any
compensation
Receive income
from the building
CONFLICT!
C
Recover the money
invested by Party 2
to construction
Need
Motivation of Party 2?
Receive half of
the premises
value
Want of Party 2
In order to [B]
I must [D],
Because
Receive income
from the
building
B
Recover time and
moral efforts 1,
contributed by Party 1
to construction
Receive half of
the premises
value
Receive income
from the
building
In order to [C]
I must [D],
because
Receive half of
the premises
value
C-D 1:I
1: always recover my investments
C-D 2: I diverted the investment from another business
C-D :I
: did not gain any income in the course of the whole construction
Receive income
from the
building
B
Recover time and
moral efforts 1,
contributed by Party 1
to construction
C
Recover the money
invested by Party 2
to construction
D
Keep the premises
and not pay any
compensation
Receive half of
the premises
value
B-D
Assumptions:
C - D
1. I diverted the investment from
another business
2. I did not gain any income in the
course of the whole construction
D - D
1. The parties do not trust each
other and do not want to cooperate
2. The parties do not see a way out that
would satisfy both
Assumptions:
- D
1.CI diverted
the investment from
another business
2. I did not gain any income in the
course of the whole construction
1.
D The
- D parties do not trust each
other and do not want to cooperate
2. The parties do not see a way out that
would satisfy both
Solution Injections:
B-D
1. Evaluate the contribution into
construction by efforts and
connections
2. Evaluate the size of compensation
3. Identify the process of receipt
C - D
1. Evaluate the diverted investments
2. Evaluate lost income
3. Identify the process of receipt
C - D
1. Use an independent valuator
2. Continue mediation to reach
agreement on the order of the receipt
of the income
Receive income
from the
building
Injection
1.
2.
C
Recover the money
invested by Party 2
to construction
3.
4.
Because.
.
Party
1
D
Party 2
D
V V
V V
value
Sell the business and share the income equally
6 layers of resistance
Disagree about the problem = came to the mediator
Disagree about the direction of the solution=injections
Do not see benefits = how the injections lead to the interests
satisfaction
Negative consequences = negative branches = auxiliary
injections=map of injections
Obstacles = auxiliary injections = map of injections
Say yes, but do nothing = check the plan for feasibility =
auxiliary injections
Conclusions
provides a clear logic for the mediation
procedure
The parties and the mediator clearly see the
conflict map
Benefits-obstacles-negative ramifications are
elaborated
Clear logic solves the task without emotion
Final solutions meet the interests-assumptions