The mediator assists in the negotiation process by conveying offers and counteroffers between the parties. Once the mediator has a grasp of the issues and the parties' positions, he or she can help the parties to analyze each other's offers. In other words, a disputant devalues an opponent's idea as a reaction to the person, not to the idea. Thus, a disputant may give more thoughtful consideration to a suggestion or offer presented by a mediator than if the same suggestion or idea were presented by the opponent. Because mediators often meet with each party in private, what each party tells the mediator is kept in strict confidence, unless the party consents to the mediator's conveying the idea, fact, statement or offer to its opponent.
Parties often feel free, therefore, to discuss hidden interests with the mediator.
Based on his or her knowledge of the facts and the issues, the mediator can help each party to develop reasonable bargaining positions. The disputants often are surprised to learn that their bargaining positions are much closer than they thought when they began the mediation.