Commercial disputes can drain management time, damage business relationships and expose organisations to significant financial risk. Increasingly, courts expect parties not only to consider mediation but to engage with it seriously before pursuing costly litigation. Yet many business owners, directors and professionals approach mediation with little understanding of how the process works or how to prepare for it effectively.
Winning in Commercial Mediation: A Business User’s Guide fills that gap. Written in clear, practical language, this handbook explains how commercial mediation works in practice and how businesses can use it strategically to resolve disputes while protecting enterprise value. Drawing on real-world experience of commercial conflict, it guides readers through every stage of the mediation process, from deciding whether mediation is appropriate, through preparation and negotiation strategy, to drafting settlement agreements and implementing outcomes.
The book explains how to:
- decide whether mediation is the right strategy for a dispute
- prepare effectively before attending a mediation
- understand the role and techniques of the mediator
- identify negotiating leverage and evaluate litigation risk
- avoid common mistakes that undermine settlements
- negotiate confidently during mediation
- draft clear and enforceable settlement agreements
Along the way the book explains key concepts used by professional negotiators and mediators, including BATNA, ZOPA, negotiation psychology, cognitive bias and risk evaluation.
Unlike many books on mediation written primarily for lawyers or mediators, this guide is written specifically for business decision-makers who must weigh the commercial realities of dispute resolution. It recognises that disputes rarely concern legal rights alone. They also involve uncertainty, reputation, operational disruption and the future of business relationships.
For anyone facing a serious commercial dispute, preparation for mediation can make the difference between an expensive stalemate and a commercially sensible resolution. Winning in Commercial Mediation provides the insight needed to approach mediation with clarity, strategy and confidence.
The book is ideal for:
- Business owners
- Company directors
- Shareholders
- In-house counsel
- Commercial lawyers
- Professional advisers involved in dispute resolution
“As commercial mediators, we often see parties arrive at mediation without a clear understanding of the process or how to prepare for it. This handbook fills that gap with practical, commercially grounded guidance for business decision-makers using commercial mediation.” Andrew Miller KC - Global Market Leader - Chambers & Partners; Global Elite Thought Leader – Lexology; Distinguished Fellow - International Academy of Mediators
“This is a treasure trove of a guide filled with genuine insight, distilled experience and a deep knowledge of how mediation works in commercial disputes.” Phillip Howell-Richardson - Legal 500 Hall of Fame and Chambers & Partners Band 1 ranked commercial mediator.
“I would recommend this book to any business owner contemplating mediation.” Paul Johnson - Legal 500 Hall of Fame ranked commercial mediator.
“Every business owner, CEO, director and shareholder should read this guide and have it sitting on their desk at arm’s reach.” Jane Gunn – International commercial mediator and author of the highly regarded leadership parable “The Mole and the Mountain”
“Compulsory reading for all business owners and their advisers facing the lottery that is litigation” Andrew Goodman – Distinguished Fellow of the International Academy of Mediators and author of Effective Mediation Advocacy
About the Author: Robin Somerville is a direct access barrister (in England and Wales), CEDR accredited mediator and CEDR panel member, workplace investigator and arbitrator, and specialises in shareholder, company, board, partnership and business disputes. Prior to qualifying as a lawyer and mediator, Robin set up, grew and sucessfully sold three modest start-up businesses. He was also involved in his family's third-generation business, and was an equity holding director of one of the UK’s leading online price comparison websites for over 13 years. Robin also sits as a judge and arbitrator and was previously an Ombudsman at the Financial Ombudsman Service.
