In every mediation, one of the first questions that arises is not what is the bottom line or what do we need to do to settle the case. Instead, one of the first questions asked by attorneys in mediation is “where is the coffee?” Well recent research has shown that caffeine and sugar in combination can improve the efficiency of brain activity.
According to the Josep M. Serra Grabulosa, one of the main researchers, “our main finding is that the combination of the two substances improves cognitive performance in terms of sustained attention and working memory by increasing the efficiency of the areas of the brain responsible for these two functions.”
I feel that innately I must have always have known this concept because I have from day one of mediation provided plenty of coffee and sugary snacks at my mediations. Indeed, I am a firm believer in making sure that food is always available at mediation.
Food can also help on several other levels. First, food can be for some a comfort. When dealing with tough issues, sugary, pleasant, meaningless treats can provide the comfort to the participants. Anecdotally, I find that in tough mediations where there are a lot of difficult issues, the snacks usually go faster than in easier less complex mediations.
Second, the snacks can help to avoid low sugar mania – when people make bad decisions because they are hungry or low on energy.
Finally, some studies have shown that people are more willing to listen to your ideas or accept a sales pitch after they have eaten. I have dedicated a chapter to this issue in my book, 112 Ways to Succeed In Any Negotiation or Mediation.
So next time you see that coffee and donut in a mediation, you know that you are only helping your cognitive skills by taking them.
4 comments
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November 29, 2010 at 5:38 am
Jeff Thompson
Steve,
Great stuff as usual. I recently wrote about the effect of cortados (brilliant, unique espresso drink from Barcelona, where the mentioned research was done).
Another important element to add to the donuts and coffee (and no, it is not a reference to my police work!) is its relevance to the nonverbal communication.
I see conversations over tea, coffee, cortados, etc., based on the context of course, subtle and easily overlooked but important in establishing rapport with your clients.
Also, adding to the development of rapport I think a coffee break helps diminish the effect and negative potential of a stalemate.
Oh, and check your email!
Jeff
November 29, 2010 at 8:12 am
stevemehta
I agree with your comment. Coffee and donuts can be excellent to assist in rapport.
My concern with coffee breaks at stalemate is the fact that the parties may decide to end it if they take a break. I usually serve coffee for the “break” in my office so they stay there.
Sent from my iPad by Steve Mehta. I apologize for the brevity of the message and any typos.
December 10, 2010 at 12:51 am
Vanilla Coffee
I have been checking out many of your stories and i can state pretty clever stuff. I will make sure to bookmark your website
December 12, 2010 at 5:26 am
stevemehta
thank you. I am glad that you enjoy it.