Institute for Mediation, Dispute Resolution and Arbitration

Business mediation in Israel when customers are waiting for an order

A customer is waiting while two businesses disagree about an order. Before a commercial mediation meeting, establish what can still be delivered, who can change the order and who can approve a credit. Those questions may belong to three different people.

What can move while the financial issue is still open?
Starting pointWhat to establishHow to use the answer
What the customer is waiting forQuantity, condition and a time someone can confirmWho can give the customer an accurate update?
What can be done in the meantimeA partial delivery, a quality check or a held slotWho can approve that action and who will carry it out?
What is disputedAn invoice, credit, repair or responsibilityWhat information would let the authorised person respond?
What if the answer is late?A review time and a reachable contactWhich promise to the customer still needs approval?

Would temporary backup change the queue?

Suppose a print shop receives 24 programme orders per day but can complete only 18. After three working days, 18 orders would be waiting. A backup slot that completes four extra orders each day would leave six waiting instead. If capacity then rises to 27 while 24 new orders still come in each day, clearing those six takes two more working days. This illustration assumes the same kind of order throughout. Check that jobs are comparable before trying the figures for a real shop.

Try the capacity of your own operation
A production manager, a distributor and a mediator examine an order together before dispatch
Illustrative scene. For a conversation about delivery, bring the order the customer received and the schedule of the people who have to fulfil it.
In this guide
  1. There are 300 programmes on the counter
  2. Find the people who know, and the people who can say yes
  3. Try the service change before sending an update
  4. Bring the remaining question to the first mediation conversation
  5. Give the next delivery a job it can actually do
  6. Decide what will count as a usable copy
  7. Keep the invoice question separate from tomorrow’s work
  8. Give visitors an answer they can use
  9. Put a stopping point on the temporary arrangement
  10. Invite the people who can answer the question on the table
  11. Bring a fair sample and two workable alternatives
  12. Give the first conversation a short agenda
  13. Make room for advice and a private conversation
  14. Read the follow-up as the person opening the shop

There are 300 programmes on the counter

The first carton is open on the counter of a museum shop in Israel. Visitors have booked the exhibition opening, and the shop has ordered 300 programmes for the evening. On the sample beside the till, the blue band across the cover is a deep blue. On the top copy in the carton, it looks violet. The difference is particularly noticeable beside the exhibition poster, which uses the same band of colour. The visitor desk is due to collect the programmes in an hour. Someone there needs to know whether to come with a trolley.

The museum shop manager phones the print shop while her colleague opens the second carton. She has two things to say, and it matters which she says first. “We need 80 programmes for the opening. Some of the copies in the second carton look close to the sample. Can someone look at those with me before the visitor desk comes down?” Her other concern is the order as a whole. The shop paid for a run it expected to display together. Using 80 copies tonight would still leave her with a question about what to do with the rest.

If you are taking that call at the print shop, you may remember a conversation about how much a colour can vary on uncoated paper. The museum manager may remember sending back an earlier proof precisely because the blue was wrong. Both memories matter. Neither will tell the colleague at the counter which copies to put on the trolley. Ask how the cartons were labelled, whether the sample is still there and when the visitor desk actually needs an answer. The printers can examine the production record while someone travels over to see the stock.

The print shop manager asks the museum manager to set aside the copy she first took out and keep it with its carton label. He will bring the sample his shop kept. She agrees to leave the remaining cartons in place until they have looked at them together. Meanwhile, she tells the visitor desk to collect the spare display stands now. She will ring about the programmes in half an hour. The desk can get on with setting up, and nobody has had to guess what caused the mismatch.

Keep the immediate decision small enough to describe in one ordinary sentence. Here it is whether the visitor desk can take 80 selected copies from this delivery for this evening. The museum manager can answer that without deciding whether the full run matched the order. The printer can help her find those copies without promising a credit. If they each understand that distinction before the trolley leaves, the next conversation can start with what actually happened to the stock.

Find the people who know, and the people who can say yes

At the museum, the colleague who opened the cartons has put aside several copies from each. She can identify which carton each came from. She also knows that the shop lights make the difference harder to see than it is beside the poster in the entrance hall. She did not choose the paper or approve the proof. Ask her to show the two managers what she saw when she opened the delivery. Asking her whether the museum got what it paid for would put a different question to someone who has seen only this end of the order.

At the print shop, the press operator remembers pulling a sheet midway through the run. She can find that sheet and explain where it came from. The person who packed the order can say whether the cartons were filled in print order or from several stacks on the packing bench. That detail has a practical consequence. If the stacks were mixed, a good copy at the top of the second carton tells the managers very little about the copies underneath. A short call to the packer can save them sending a whole carton upstairs on the strength of one cover.

The museum manager checks her own authority against the actual decision in front of her. She runs the shop and can release programmes to the visitor desk. The exhibition organiser controls what goes on display in the entrance hall. The two decisions overlap because the desk intends to stand a programme upright beside the poster. The manager takes a selected copy upstairs and asks the organiser, “Would you put this one beside the poster tonight?” The organiser can answer by looking at the pair in place. She does not need to join a discussion about the museum shop’s invoice.

Money sits elsewhere at the printer. The print shop manager can send someone to inspect the delivery and can move a packing job to free up a pair of hands. When the museum manager asks whether he can offer a credit for copies they cannot use, he tells her he needs approval. She asks a more useful question than who outranks him. “Who can actually decide about a credit on this order, and can we reach them while we still have the cartons here?”

He calls the accounts colleague who issued the invoice. “Can you approve an adjustment yourself, or do you enter it after somebody else approves it?” She enters it. For this museum account the owner decides. The manager rings the owner directly, explains how much of the stock they have examined and asks whether she can decide on a credit for this particular job. She confirms she can and offers to join a call after the opening, once they have counted the remaining copies. He gives the museum manager the time. He has secured access to a decision maker without suggesting what her decision will be.

Israel’s Courts Law describes mediation as helping the parties reach agreement without authority to determine the dispute. The distinction is useful in a private commercial meeting too. A mediator can help two businesses identify alternative delivery plans. The people authorised to commit each business must decide whether to accept one. If a technical finding is needed first, identify who can provide it and the specific question they will examine.

Try the service change before sending an update

The organiser is happy to display the copy she has seen. Back downstairs, the museum colleague and the printer now have a practical reference for sorting. They take a small stack into the entrance hall and compare the covers beside the poster. The colleague picks up a difference on one copy that neither manager noticed under the shop lights. They put that copy back with its carton and carry the others to the counter. The colleague will do the sorting there, with a final look upstairs before the desk staff take the programmes. She can carry out that step herself. The organiser has already made the display decision.

The printer asks what should happen if they find only 60 suitable copies. This is worth settling before anyone starts counting. The visitor desk supervisor says she could open with 60, provided someone tells her the number before she sets up the second desk. She would put the programmes at the main desk instead of dividing them between two entrances. The museum manager says she will call with the actual count. The supervisor has given them a workable fallback. She has made no decision about the quality of the copies still downstairs.

In the end they find 80 that the museum manager is willing to release. The colleague records the count against the cartons they came from, keeps the comparison copies downstairs and puts the selected programmes on the trolley. The supervisor counts them on arrival. Eighty have gone to the visitor desk and 220 remain in the shop. Those 220 have not all been assessed. Calling them all unusable now would make the later conversation harder, particularly if the printer’s owner joins it expecting to discuss 220 defective copies.

There is also an outside client to consider. A gallery has booked a group visit and its coordinator was told that 12 programmes would be waiting at the main desk. The supervisor checks that the 12 can come from the 80 and puts them aside before the doors open. If all the coordinator needs is the promised collection, the ordinary confirmation is enough. “Your 12 programmes are at the main desk under the gallery booking. You can collect them when the group arrives.” She has no reason to send the coordinator photographs of disputed stock or a description of the two shops’ disagreement.

Had the count fallen short, the useful call would have been just as specific. “I can put aside eight copies for your group this evening. Would it help to collect those together at the main desk?” That gives the coordinator a real choice while there is time to make it. The printer needs the total required for the opening, not the gallery’s booking correspondence or the names of its visitors. The two managers can give the printer what it needs by sharing the count and the collection time.

Bring the remaining question to the first mediation conversation

After the opening, the museum manager still has programmes taking up space where tomorrow’s stock should go. The print shop owner knows that some copies were used but has not seen the comparison the organiser made in the entrance hall. For the first mediation conversation, the museum manager asks for a meeting with the owner and the print shop manager. The museum colleague can join for the part about the cartons. The press operator can be available by phone if a production question comes up. The desk supervisor has already confirmed the count. She can get on with running the desk.

The mediator begins by asking what each business needs to decide while there is still time to do something about the remaining stock. The museum manager says, “I need to know what I can put out for the rest of the exhibition. I also want to discuss what we paid for the run.” The owner says, “Before I can answer about the payment, I want to see which copies your shop would use and which it would keep off the counter.” The mediator asks them to put the samples on the table. She can help them examine the same copies and keep track of where their accounts differ. The decision about what to offer or accept belongs to the businesses.

Looking at the samples brings out a difference that a photograph in an email did not settle. The printer’s retained sheet shows several covers side by side. The museum’s sample is a single trimmed programme. The museum manager remembers approving the blue on that programme. The press operator can identify the retained sheet as one taken during production, but she was not on the call when the proof was discussed. The mediator asks who was on that call and what each person remembers the museum approving. There is room for two accounts here. There is also a physical question they can examine together, which is how much of the delivered stock the museum can still use.

When the owner asks whether a different arrangement for the remaining copies would settle the payment question, the museum manager checks her own position. She can decide what the shop will put on sale. The museum’s finance lead must approve a final change to what the museum pays. The manager can describe what she would take back to that person, but saying “that sounds workable” could be heard as a final answer. She makes her meaning clear. “I can say whether the stock arrangement works for the shop. If there is a payment proposal as well, I need our finance lead to consider it.” The mediator asks when that person can join and whether they will need to see the samples first.

By the end of this first conversation, the two managers have a next step they can actually carry out. The printer will bring the retained sheet to the museum in the morning, when the counter is clear. The colleague who sorted the first 80 will show how she compared them beside the poster. The museum manager will record how many of the remaining copies she can use, and the printer can identify any copies it wants the owner to see for herself. The owner and the finance lead can then speak with the same count in front of them. The museum can open its doors in the meantime, and neither manager has had to promise money on someone else’s behalf.

Give the next delivery a job it can actually do

Count what the museum shop can put into a visitor’s hands before you decide how much to reprint. A programme with an accurate cover might have the wrong colour on an inside spread. Another might be perfectly readable but show a blue ceramic bowl as green. Whether that second copy is useful depends on what visitors need it for. If the bowl is on the cover and visitors use it to recognise a piece in the exhibition, the difference matters even when every word is legible. The museum shop can explain that distinction to the printer without asking the printer to accept responsibility for the whole run.

For a separate example, take a delivery of 240 programmes. Of those copies, the shop has inspected and accepted 96 for opening day. That leaves 240 minus 96, or 144, set aside. The museum expects 150 booked visitors in the first session and wants one copy for each. With 96 usable programmes already on hand, it needs another 54 before the doors open. Someone may eventually need to inspect or replace all 144 copies. For the opening, the immediate question is whether the printer can deliver 54 good ones in time for staff to lay them out.

Suppose the printer has two short production slots before the last practical collection time. Each slot can produce 36 folded programmes. The operator wants to take six from each slot for checks and keep those copies at the print shop. Each slot would then yield 36 minus 6, or 30 copies for delivery, provided the checks pass. Two slots would supply 2 times 30, or 60 copies. Added to the 96 at the museum, that gives 156, six more than the 150 needed. If only one slot passes, the shop will have 96 plus 30, or 126 copies. That leaves it 24 short. Those figures describe capacity in this example. Until somebody checks the output, the museum still has only 96.

That difference changes what you say at the counter. The first 30 can travel as soon as they pass if someone at the museum can receive them. Staff can prepare those copies while the second slot runs. If a second journey would miss the handover, both businesses need to know that before choosing staged delivery. Ask who will count the first batch on arrival, where it will go and when the shop needs a firm number for the visitor desk. A box waiting at the loading entrance is of little use if the only person who knows it has arrived is the driver.

Two cartons are cleared for dispatch, a third is on hold, and a separate track leads to credit approval
The warehouse can count the crates ready to ship. Promising a credit requires an answer from someone authorised to approve it.

Decide what will count as a usable copy

Bring the printer a programme the shop has accepted, one it has set aside and the colour reference both sides used for the job, if they have one. Put them on the same table and turn to the same spread. The useful question is specific. “When we look at the bowl on these two pages, which difference would make us hold the next batch?” A photograph on a phone can tell the operator where to look. It is a poor basis for resolving a subtle colour difference when the two managers are viewing it on different screens.

Choose a check that people can carry out in the time available. The operator might compare copies from the beginning, middle and end of each slot with the chosen reference under the same light. The museum might care most about the bowl and the band of colour next to its caption. Say so. If the colour looks right on the first sheets but shifts later, keep that slot separate while the two contacts look at the samples. Mixing it with an accepted batch would force the museum staff to sort through programmes they had already counted.

Someone also needs authority to say that the copies are suitable for this particular use. A museum employee who knows the exhibition well may be the best person to spot the difference. Ask whether that employee can release copies to the visitor desk or whether the shop manager needs to see them first. The printer’s operator may be able to pause the press immediately but need a manager to allocate another slot. Neither person’s ability to do that work tells you whether they can approve a change to the invoice. Give each person a question they can actually answer.

Resolve small practical ambiguities before they cost you a slot. Does approval of the sample mean the operator can finish that slot, or does the museum expect to inspect the finished copies before they leave? If the named contact does not pick up, can another authorised person look at the samples? Until when is that person reachable? Try the number while both managers are present. Write the collection cutoff next to it. “Call me if anything happens” is little help to an operator holding a press while the museum manager is on the floor welcoming visitors.

If the two sides still see the colour differently, record the point of disagreement in ordinary words. The museum sees green where it expects blue. The printer sees a variation it considers acceptable beside the reference. They can agree to keep that batch out of the delivery count and use the copies already accepted. They can also return to the sample after the opening, in better light and with the person who selected the reference. Neither side has to adopt the other’s account of the original job to make that immediate decision.

Keep the invoice question separate from tomorrow’s work

The museum manager may be able to arrange collection and direct the shop staff. The print shop manager may be able to schedule the second slot yet need approval before promising a credit. Find that out while there is still time to reach the person who can decide. Ask what the manager can approve today, who handles a change to the account and whether that person can join a short call. If the approver is unavailable until after the opening, give the museum that information now. An expected answer is much easier to plan around than a credit that one side thinks has already been promised.

In a first mediation conversation, the mediator can make room for two questions that have been getting tangled up. “What can leave the print shop this afternoon?” has an answer that the operator and the museum’s receiving contact can help establish. “What should happen to the invoice for the original run?” needs the people authorised to decide commercial terms for their respective businesses. The mediator can draw out that distinction, check what each person understood and arrange time for the absent approver to take part. The mediator does not decide which programmes meet the museum’s standard or instruct the printer to issue a credit.

Give the past dispute its own record. Identify the original delivery, the quantity accepted for opening day and the quantity held for inspection. Keep the invoice reference with that count. If the museum says staff spent part of the morning sorting stock, record what they did and for how long, distinguishing a count made at the time from an estimate recalled later. If the printer disputes why that work was necessary, preserve its explanation too. Neither manager needs to put a cash figure on the museum’s time to keep an accurate account of what happened.

For the next batch, the immediate record is different. It concerns the slots available, the colour check, who will receive the boxes and when the trial stops. Be precise about any cost question still open. If nobody has approved how an extra courier journey would be paid for, say that before booking it. The manager who controls dispatch might be able to offer collection at the print shop while the museum checks whether it can send someone. Calling a journey urgent does not give either manager spending authority they did not have when the conversation began.

When the first batch arrives, the museum can acknowledge the number received and whether those copies are usable for the opening. That gives the printer information it needs for the next slot. Keep the disputed invoice open as a separate subject for the authorised people to discuss. Continued delivery, a count at the door or a decision to put programmes on the counter should not be described as settling the earlier dispute or as giving up a legal right. If a manager needs advice about the effect of a particular step, give them room to obtain it before they make a commercial commitment.

Even where two meetings last the same time, billing terms differ. Shlomo Drori’s published schedule for business mediation with one mediator lists NIS 400 per party per hour, including VAT, and excludes outside advisers. For two businesses and two hours, that is NIS 800 each, NIS 1,600 combined. Nishri Mediators publishes NIS 450 per hour per party for business mediation, before VAT. The same meeting would be NIS 900 per business, NIS 1,800 combined before tax. These figures compare the billing unit in two published examples. Ask how preparation, reading and advisers are treated under the offer you received.

Give visitors an answer they can use

A visitor calls the museum shop before leaving home. Her father has booked the opening and wants to follow the captions in the programme as he walks through the exhibition. Can he collect a copy when he arrives? The person at the desk knows there are 96 accepted copies and that the printer is checking more. They do not yet know whether the museum will reserve individual copies. “We have programmes for the opening. I can check whether the desk can hold one for your father and get back to you before you leave.” That answers the request as far as the shop can and gives the visitor a reason to wait for the next call.

Give the desk a reachable contact who can settle that small operational question. If the museum manager approves a reservation, one copy comes out of the available stack and goes into the agreed collection place. The desk can then tell the caller where her father should go. If the museum is distributing copies on arrival, say that plainly. Offering to put a name on a programme when nobody can find it later turns a manageable shortage into a second problem. The caller needs a dependable answer about collection. She has no use for an account of the printer’s colour settings or the invoice dispute.

The printer may need an updated quantity as bookings change. Send the total needed for the session and the time by which the desk must receive it. The printer can plan a slot with those two facts. It has no operational need for the booking list, the visitor’s name or her reason for calling. Likewise, a close photograph of the affected spread is enough to identify the printing issue. Take it away from a counter where a booking screen, phone number or collection slip might appear in the background.

Be equally deliberate about what circulates after a mediation call. The operator needs the selected reference and the instruction to hold a doubtful batch. The visitor desk needs the confirmed stock count. A person reviewing the requested credit may need the invoice and the account of the original delivery. Ask who will receive each part of the follow up and how it will be passed on. If either business wants a particular discussion kept within a smaller group, raise that with the mediator and the other participants before sharing it. Do not assume everyone understands the same limits on what can be repeated.

Put a stopping point on the temporary arrangement

Keep a short working note of what the people on the call actually agreed. In this example, it would identify the two print slots for the opening, the accepted reference, how many checked copies can leave each slot and who will take delivery. It would also show that the requested credit is awaiting a decision. Let the operator and the museum desk see the parts they will carry out. Ask them to describe their next move in their own words. That is often when someone catches the difference between “ready for collection at four” and “at the museum by four.”

Favour steps you can reverse where that is practical. Keeping doubtful stock together preserves the option to inspect it later. Reserving time on the press for a second slot leaves a choice until the operator starts it. Once paper has been printed or a courier has set out, that part cannot simply be undone. Make the decision before that point. A missed call close to the cutoff is a reason to use the backup contact or hold the slot, according to what the businesses agreed. Silence tells the operator nothing about the museum’s view of the sample.

Set the review for a moment when it can still change the outcome. If the second slot fails its check, the museum needs to know while it can still brief the visitor desk about the 24 copy shortfall. If both slots pass, the desk can update its count after receipt. Stop the temporary arrangement after those two slots or earlier if the agreed quality check fails and the contacts cannot resolve it. A request for another batch then goes back to the people who can approve it, with its purpose and timing made clear.

After the opening, use the actual delivery count to start the next conversation. How many programmes reached the desk in time? Which copies are still set aside? Did the museum use any of those later, and if so, for what purpose? Share those facts with the people considering the original invoice. Give them the printer’s account as well as the museum’s. They can then discuss the outstanding dispute with a record of what happened, while the staff who kept the opening running finish their shift knowing exactly where their part ended.

Invite the people who can answer the question on the table

For the first mediation conversation, the museum shop needs someone who can approve what goes on the counter. The printer needs someone who can say whether the next run can be changed before it starts. The people with those answers may be different from the people who first noticed the colour mismatch.

Start with the factual question that affects the opening. Are the covers all alike, or do some cartons contain programmes the museum is comfortable giving to visitors? The museum employee who opened the delivery can say which cartons they checked and show what they found. The person at the print shop who kept the approved proof can put it beside a delivered copy and explain whether the comparison is like for like. Neither person needs to speak for their employer on the whole dispute. It may be enough for them to join the first part of the meeting and leave once both managers understand what was inspected.

Ask each business who can make which decision. The museum manager might be able to set programmes aside but need someone else to approve using a cover that differs from the exhibition image. The print manager might be able to reserve time on the press but have no authority to offer a credit. Ask “Can you make that decision during the meeting? If it depends on the amount or the kind of change, who can confirm it?” A job title is a poor substitute for the answer. Find out whether the person whose approval is needed can join for ten minutes or take a call at an agreed time.

The mediator has a different job again. They can help the two sides identify where their accounts differ, hear a proposal and work out what each person needs before responding. They do not decide which colour is acceptable, instruct staff to release stock or approve a financial concession. Give the mediator a practical aim for the first conversation. By the time it ends, the front desk should know whether it has an instruction it can act on. If a decision about a credit is still open, both businesses should know who will consider it and when they can expect an answer.

Bring a fair sample and two workable alternatives

For a discussion about colour, bring the physical items if you can. Put the approved proof beside a programme from an opened carton and note where the copy came from. If someone found a closer match in another carton, bring that copy too. Look at them under the same light. On a video call, a camera or screen can make the difference look larger or smaller than it does on paper. If the businesses cannot get the same samples in front of both managers before the call, say so. They can still plan how to inspect the stock without settling the colour question from a photograph.

Share the part of the order that identifies the programme, the message approving the proof and a short note of what happened at delivery. Be precise about the limits of the count. “We opened three cartons and saw two shades” tells the print shop more than “The run is wrong.” The print manager can bring the relevant production note without circulating a schedule showing other clients’ jobs. The museum can give the number of programmes it expects to need for the opening without sharing booking records, names or contact details. Agree who needs the material before forwarding it to everyone invited.

Begin with one thing the two sides already accept. In this case, some of the delivered programmes are usable. That gives them a way to discuss the opening while they are still investigating the rest. Ask the museum manager to show what “usable” means in practice. One copy on the table may be suitable for the front desk even though the copy beside it would be set aside. Agreeing about those two copies does not tell either manager how many of each are in the unopened cartons. Someone still needs to check before the desk can rely on a number.

Put two alternatives into the conversation. Under the first, the museum would use inspected copies for the opening, and the print shop would check whether it could produce replacements for the stock set aside. Under the second, the museum would use the copies it considers suitable, go ahead with fewer programmes and consider a credit for the affected copies in place of a reprint. The first depends on a press slot and a delivery time that is useful to the museum. The second depends on the museum being able to manage with fewer copies and on the person who can approve a credit agreeing to it. The print manager can explore that possibility without making a promise.

Ask the mediator how the proposed meeting would be counted before booking it. Does preparation include reading the order extract and looking at the samples? Is the joint meeting booked by the hour or as one session, and how much time does that session cover? If a manager joins briefly by phone, the conversation runs over or the mediator prepares a follow-up note, is that included or treated as an add-on? Ask who will check with the businesses before extra time or work begins. The answers help both managers book a conversation that fits the job they need to do.

Give the first conversation a short agenda

Build the agenda around the museum’s next decision. In the first ten minutes, put the proof and the samples together and hear from the people who handled them. Use the next fifteen to establish what the front desk needs and when the print shop could deliver anything it might reprint. Then compare the two alternatives and use the last few minutes to read back decisions and unanswered questions. If the delivery van would have to leave before that conversation ends, move the delivery question forward. A timetable has little value if the first useful answer comes after the van has gone.

Let the museum manager describe the immediate problem in their own words. “Our desk opens at nine. I need to know what staff can put out, and what to tell visitors if we run short.” The print manager might reply, “I can ask our operator to check the cartons with you this afternoon. I can tell you when the press is free. I need to make a call before I can offer a credit.” The mediator can then ask what each person means by “check”. Counting opened cartons, inspecting every copy and deciding whether a cover is suitable are three different jobs. Establish which of them can actually happen before the desk opens.

If the print manager cannot attend, find out what the person available in their place can do. An operator may be able to compare copies and confirm the earliest time a new run could start. That is enough reason to keep a short factual meeting if it helps the museum plan the opening. It is no basis for telling the museum a replacement run has been authorised. If the only remaining question is commercial and nobody present can address it, use the time to arrange a call with the right person. Record the proposal they will hear and leave the decision open.

Keep communications outside the meeting equally specific. The museum manager can ask the front desk to use only programmes from a marked carton once someone with authority at the museum has cleared those copies. A visitor who asks for a programme needs to know whether one is available and where to get it. They have no need for an account of the dispute. The print shop can ask its paper supplier whether matching stock is available for a possible rerun and when it could arrive. An availability check gives the managers a better choice. The supplier should hear a clear distinction between that enquiry and an order.

Make room for advice and a private conversation

A proposal can sound straightforward until someone has to take it back to a colleague. Suppose the museum is willing to consider a credit but asks whether accepting it would also settle the question of the copies still in unopened cartons. That is a good moment to stop. Either manager can ask for time to take independent advice about what the proposal would mean for their business. Say what needs checking and when you expect to return. “I need to understand what happens if tomorrow’s count is different. Can we pause here and speak again at four?” That leaves the other side with a real question to consider.

A break for advice is different from a private meeting with the mediator. In the first, a manager can consult their own adviser. In the second, the mediator can help a manager think through a concern they find difficult to raise in front of the other side. Before giving details, ask how the mediator handles information from a private meeting under the arrangements for this conversation. Establish what may be passed on, to whom and in what words. If those arrangements are unclear, settle that question before discussing the concern. The fact that the other manager has left the room does not by itself answer it.

The print manager might want to explain privately why they cannot confirm a rerun yet. The other side needs a reliable answer about timing. It does not need another customer’s name or order details. The manager could say, “You can tell the museum that I will check the press slot and call by four. Please keep our discussion of the production schedule here.” Ask the mediator to repeat what they understand they may relay. When the managers meet again, the museum should hear that it can expect a call by four. It could make a costly mistake if it heard that replacement programmes would arrive by four.

Before leaving the conversation for advice or approval, decide what happens in the meantime. Can staff continue checking copies? Has anyone authorised the front desk to open a particular carton? Is the print shop simply checking capacity, or has someone authorised it to start production? If the answer to the last question is still pending, say that plainly to the operator. The two managers can leave the credit question for later while giving staff clear instructions about the work that can go ahead.

Read the follow-up as the person opening the shop

Read the meeting note against what people actually said and did. Suppose the note says, “The print shop agreed to replace the affected programmes and credit the museum.” During the meeting, the print manager offered to check a press slot and ask for approval for a possible credit. Those were alternatives, and neither had been approved. Ask for a correction before the note reaches the operator or the museum desk. A useful correction would say that the print manager will report back on reprint timing and that the museum is waiting for a response to its credit proposal. Both managers can check that wording against their own recollection.

Check quantities and times with the same care. If staff inspected three cartons, the note should identify those cartons and give the count they actually made. It should leave the remaining stock uncounted until someone inspects it. If the museum manager said the desk needed an answer by eight in the morning, check that the note records eight as the time for an answer. A delivery by eight would be a different commitment. Where the two managers remember a point differently, bring that point back to them before either business gives staff an instruction based on it.

Now make the handoff usable on the shop floor. At the museum, the person who inspected the stock can show the opening shift the marked carton cleared for the desk and the separate place for copies awaiting inspection. The shift lead needs the usable count and the name of the museum contact who can decide what to do if it runs low. At the print shop, the operator needs to know which proof to compare with the stock, who is collecting the count and whether any new run has a go-ahead. Neither team needs the detail of the private meeting to do that work.

Leave one contact at each business responsible for the next update, and make clear who can give an instruction if the answer changes. The museum can then prepare for the booked opening while the print manager takes the commercial proposal to the person who may approve it. Before the evening shift leaves, ask the question its colleagues will face in the morning. If the cleared programmes run out before the print shop calls back, what should the person at the front desk tell the next visitor who asks for one?

A conversation to try

Who speaks for the company in a disagreement?

Staff are asking who is in charge. I want to answer today.

Explore the institute’s mediation exercises

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