Resumen de Strategy to motivate and facilitate compromise in Chinese mediation: : A discourse analysis of contemporary Chinese mediation sessions
Purpose � This paper aims to explore language strategies and techniques in Chinese mediation that are adopted by mediators to motivate and facilitate compromise among disputants.
Design/methodology/approach � Ten cases were audio-recorded on the spot, transcribed for analysis in their Chinese form, and then translated into English for English readers. The translation of excerpts used in this paper to demonstrate points was double checked to ensure accuracy. Discourse analysis was adopted to explore the meanings and functions of the utterances in these excerpts.
Findings � It is found that power is embedded in the mediator's position and in his/her role in the mediation. Furthermore, neutrality is less of a concern as compared to justice in the mediator's terms. Finally, socio-cultural indications of the language strategies and techniques were drawn about contemporary Chinese society.
Practical implications � When dealing with Chinese people in conflict, one may emphasize common goals and bring in external reasons such as seniority, face, and status to motivate and facilitate compromise.
Originality/value � Studying transcripts of cases that were recorded in real time and recently is rare in studies of Chinese mediation. Studying what people actually say provides us data in reality, in contrast to the ideals as well as what they say they do in mediation.
