How To Make Money as a Mediator (And Create Value for Everyone): 30 Top Mediators Share Secrets to Building a Successful Practice


How does a lawyer, Ph.D., certificate-trained mediator, or someonejust getting started in their career get established as a well-paidconflict resolution professional? How can you be the name thatrepeatedly shows up on the short list of people who are looking formediators?

How to Make Money as a Mediator (and Create Value for Everyone)is an invaluable and inspirational resource filled with practical,proven, and down-to-earth information on how you can develop asatisfying and ...

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How does a lawyer, Ph.D., certificate-trained mediator, or someonejust getting started in their career get established as a well-paidconflict resolution professional? How can you be the name thatrepeatedly shows up on the short list of people who are looking formediators?

How to Make Money as a Mediator (and Create Value for Everyone)is an invaluable and inspirational resource filled with practical,proven, and down-to-earth information on how you can develop asatisfying and lucrative career as a mediator, no matter what yourarea of interest—labor and employment mediation, intellectualproperty, environment, personal injury, family and divorce,contract, securities, or international peacekeeping.

Authors Jeffrey Krivis and Naomi Lucks recruited top mediatorsto give readers a behind-the-scenes look at how they achievedsuccess in this highly competitive profession. These leadingmediators offer insights into their backgrounds, their decision tocommit to mediation, and their choice of specialty. They also sharetrade secrets and personal tips: what it takes to be a topmediator, their approach to marketing and networking, keys togetting referrals and keeping clients, their personal experiencesin learning the business aspects of mediation, the value ofeducation and specialized training, and much more. These well-knownmediators are candid about their financial successes and failures,where they are now, and what the future holds. For anyone who isconsidering entering this dynamic and growing field, their adviceis invaluable.

How to Make Money as a Mediator is your hands-on guide forachieving the financial success and professional satisfaction thatcomes with the privilege of being able to work every day at a jobyou are passionate about!

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Editorial Reviews

From the Publisher
"When parties are truly committed to settling a large case, they are willing to pay what it takes to get the done . . . " (Dispute Resolution Journal, Sept 2007)
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Product Details

  • ISBN-13: 9780787982041
  • Publisher: Wiley
  • Publication date: 8/18/2006
  • Edition number: 1
  • Pages: 256
  • Product dimensions: 6.10 (w) x 9.10 (h) x 1.10 (d)

Meet the Author

Jeffrey Krivis is the author of Improvisational Negotiation.He is an adjunct professor of law at the Straus Institute forDispute Resolution and is on the board of visitors at PepperdineLaw School. He is the past president of the International Academyof Mediators and the Southern California Mediation Association andis named in Best Lawyers in America. The Los Angeles DailyJournal legal newspaper named him one of the "top 20 neutralsin the state," and he has been named every year since its inceptionon the "Super Lawyer" list published by Los Angeles magazineand Law & Politics Media.

Naomi Lucks has enjoyed success as a writer, editor, andauthor coach for more than two decades. She is a founder of theaward-winning Web site for new writers,, andcoauthor of You Can Write! The Inside Scoop on Publishing YourNonfiction Book.

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Table of Contents


Introduction: How I Found My Dharma in Mediation.

1. Extreme Mediation: What Top-Tier Mediators Know That You CanLearn.

2. Be Yourself: Inspiring Trust, Projecting Authenticity, HoningYour Skills.

3. Invisible Marketing: The Essence of Networking.

4. Visible Marketing: Getting Out There.

5. Practical Considerations: The Business of Mediation.

6. How Much Money Can You Earn? Value, Investment, and Cold,Hard Cash.

7. Staying Alive: Weathering the Ups and Downs of a MediationPractice.

8. Looking Ahead: The Future of Mediation and Your Futurein Mediation.

The Mediator’s Field Guide to a Successful Practice.

About the Authors.

About the Contributors.


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  • Anonymous

    Posted September 5, 2006

    Required Reading for Any Mediator Earning Under Six Figures

    First, let me confess a bias, which after all is no more than a leaning in a particular direction. When I first started in mediation, I listened to everyone who had anything to say about the subject. It wasn¿t long before I learned enough to be able to sort the wheat from the chaff. Time is fleeting and one doesn¿t want to spend too much of it chewing on the indigestible. So when I came across a person who talked sense first time, next time and all the time, I developed a leaning in his favor. Jeff Krivis talks sense ¿ one reason is that he has mediated several thousand major cases. Another is that he is self-reflective he thinks about what he is doing. A third is that he has never been afraid to be innovative. I learned this in informal seminar situations, but I learned it in aces and spades when, as a lawyer, I retained Krivis as mediator. That was a mediation to remember, particularly because it was preceded by no fewer than five unsuccessful mediations with other mediators, four of them retired judges. During the course of a 10-hour day, Krivis cracked the long-standing impasse by a series of creative improvisational moves, increasing the highest value previously placed on the case by 175%. That is why his first book, Improvisational Negotiation, was an instant success and much sought after by mediators. Published by Jossey-Bass (2006), it contains thirty actual accounts of particularly awkward situations arising during real-life mediations, and recounts how they were solved, with intriguing chapters like `Working at the Car Wash,¿ `Death Takes a Holiday,¿ and `Dropping the Bombshell.¿ Now, after a career in dispute resolution that has taken him to the top of his field and kept him there for more than ten years, Krivis has leapt into print for the second time this year, with `How to Make Money as a Mediator,¿ (Jossey-Bass, 2006), co-authored with Naomi Lucks. He should know a bit about earning fees and I know a bit about paying them, for not only was I partly responsible for paying Jeff¿s fees, but also we were fortunate to get an appointment at all inside three months. So, how does one make money as a mediator? To answer this question, Krivis has turned to consider the habits of 30 highly successful people, comprising a Who¿s Who of top mediators from Canada to New Zealand and across the United States, all of whom are liberally quoted in the book. Each of these people found a different path to mediation and different approaches to what success requires, yet there are also striking similarities. All the top mediators view mediation as a calling. While all love the practice of mediation, none are particularly drawn to the business of marketing, yet all realize its essential importance. Jeff Kichaven does 150 mediations a years yet finds that marketing time `far outstrips¿ mediating time: `You have to do it. Swim or die. Get used to it.¿ None achieved success immediately most required several years of hard work to build a practice ¿ `It takes a three-to-five year plan to make this work,¿ says Susan Hammer. `You need endurance,¿ advises Nina Meierding. Everyone emphasizes the intensely personal nature of the business, making marketing far more a matter of making and maintaining personal contacts than print advertising. Michelle Obradovic finds it a `waste to time¿ to do generic mass-market advertising. `Target your specialty¿ insists Cliff Hendler. Yet all agree on the value, indeed the necessity, of a Web site ¿ `They expect you to have a Web site¿ says Ralph Williams. `Our Web site has been very good for us,¿ adds Rick Russell. The book outlines different fee structures and methods of billing, as well as different methods of using support staff. Most highly paid mediators expect payment upfront `You get the people committed,¿ says Robert Creo, `and you don¿t spend time billing people or collecting money.¿ The issue of staffing is also addressed. Because `face time¿ is so critical, and because that includes

    3 out of 3 people found this review helpful.

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