2840 0789

2523 8127



Date:     14th December 2022 Wednesday (Session 1) and 16th December 2022 Friday (Session 2)

Time :    7:00p.m. to 9:00p.m.

Topic : Knowing Your Parties from Theories to Practice

Venue:    Room 201, Duke of Windsor Social Service Building, No. 15, Hennessy Road, Wanchai, Hong Kong.

Language: Cantonese.

Fee:      $900

CPD:     4 Points- approved by the Law Society of Hong Kong, HKMAAL and HKMSL respectively.



Ms. Winnie Chan is currently a practising barrister-at-law in Hong Kong. She is a civil litigation practitioner in areas of personal injury, medical negligence, other tortious disputes, landed property (including New Territories Land) disputes, probate issues, and general commercial disputes.


She is an IMI qualified international mediator. Her mediation training include local mediation training and Germany based international mediation training by IM-Campus, the latter involving mediation being applied within a community as well as at inter-community level.


The course aims at providing various psychological aspects of how human minds work in a conflict. It is hoped that by understanding what people are thinking and how they react to negative situations, a mediator or negotiator will appropriately steer a mediation or negotiation to achieve results that will benefit the parties involved.


A wide range of topics can be explored and discussed under the subject. The course will focus on three major theories to be covered in two sessions :


1st Session : Rebuilding Trust


(A)    Definition of trust

-           Our assessment of other’s intentions

-           The risk we are prepared to take about other’s intentions

(B)     Categories of trust

-           Personal trust

-           Procedural trust

(C)     Rebuilding personal trust

-           Understanding personal trust

-           Human relationship in a conflict explained by the psychology of self-serving bias:

Blame others rather than ourselves

What is blame attributions built on Categories of blame attribution - situation :

Intrinsic nature and Intentional / hostile            

-           Rebuilding personal trust by attribution re-training.

(D)    Rebuilding procedural trust

-           Re-structuring procedure

-           Procedure changes with different blame attribution category

-           Implementing procedural trust

-           Trust/confidence rebuilding step by step  

(E)  Work plan for mediator / negotiator            


Objectives : trust is the key to successful mediation and negotiation. In every mediation or negotiation, there is certain amount of effort put into building or rebuilding trust. However, trust is such an abstract concept we often talk about it without actually knowing how to grasp it. By this session, trust is introduced as a tangible psychological concept of intentions and reactions they invite so that concrete steps can be formulated to regain lost trust. It is but one of the many prevailing theories about trust, no doubt. But it makes possible analysis of a situation and formulation of a systematic management plan.

The session is good for qualified mediators / negotiators who wish to broaden their knowledge and skill in mediation / negotiation. The session will allow the participants:

(a)                                to acquire a new approach to understanding trust

(b)                                to analayse trust relationship of the parties in conflict

(c)                                to make plans and develop strategy about building or rebuilding trust

(d)                                all in all, approaching mediation and negotiation with a methodology



2nd Session : Managing human tendencies : The Law of Reciprocity & Loss Aversion bias


Introduction :


-            Information processing by human mind

    Amount of information received

    Type of information received due to selective attention

Influence of emotion  

-            Ten Neuro-commandments


The Law of Reciprocity

(A)   The Law of Reciprocity principles explained

(B)   Instinct to return favourable offers create upward spiral

(C)   Instinct to return negative treatment create downward spiral to crystalizing conflict

(D)   Diagnosing negative reciprocity                                                                 

(E)   Conflict resolution by breaking downward spiral with initiation of upward spiral

(F)    What guarantee continuation of upward spiral ending up with trust between the parties ?

(G)   Strategy when the Law of Reciprocity does not work

(H)   Testing a relationship by Law of Reciprocity

(I)     Applying the Law of Reciprocity in negotiation


Loss Aversion Bias

(A)    The instinct to avoid loss

(B)     Decisions / choices distorted by loss aversion bias

(C)     Loss evaluation by reference to monetary value, emotional needs, status, and face

(D)    Diagnosing loss aversion bias in a situation : finding the neutral point or status quo

(E)     Managing loss aversion bias by :

-       reframing

-   shifting the neutral point or accepting status quo


Objectives : This session provides understanding of two basic human instincts that can make or break mediation or negotiation. Mastering the two instincts properly will lead parties to more accurate evaluation of what outcome will best serve their purpose. The session is good for qualified mediators / negotiators who wish to broaden their knowledge and skill in mediation / negotiation. It will allow the participants :

(a)      to have some basic understanding of how information is processed by human mind,        

(b)      to understand how the Law of Reciprocity and Loss Aversion Bias distorts human evaluation of a situation and distracts them from making the right judgement,

(c)      to acquire the skill to facilitate positive thinking among conflict parties

(d)      to acquire the skill to accurately assess gain and loss or pros and cons in a situation

to be better equipped in conflict resolution skills

Role-play Mediation

Mediation Training Course