Meeting in the Middle: Embracing Negotiation to Protect Business Interests and Relationships

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Meeting in the Middle: Embracing Negotiation to Protect Business Interests and Relationships, by Eric Pesik, presented at Litigation Asia Summit 2012, Singapore

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  • These are the slides from my presentation at the Litigation Asia Summit 2012 at the Marina Bay Sands in Singapore, on May 20, 2012. The slides cannot replace the full live presentation, but they do provide a good representation of the substance, theme, and direction of the presentation. I am providing my slides under Creative Commons Attribution license. You may distribute, remix, tweak, and build upon my work, even commercially, as long as you credit me for the original creation by linking to this page URL. All images are from Microsoft Office, used with permission from Microsoft, or from Flickr Creative Commons, used under Creative Commons Attribution license. Each slide contains image attribution and URL to the image source in the slide comments. You must obtain the original image from its source before reusing.
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  • for more information contact eric@pesik.net
  • Meeting in the Middle: Embracing Negotiation to Protect Business Interests and Relationships

    1. 1. meeting in the middle embracing negotiation to protect business interests and relationships
    2. 2. by eric pesik litigation asia summitmay 20, 2012, marina bay sands
    3. 3. negotiation
    4. 4. I hate litigation
    5. 5. business people hate litigation
    6. 6. *except patent trolls
    7. 7. they hate “it depends...”
    8. 8. businesses create value
    9. 9. litigation destroys value
    10. 10. you can’t avoid disputes
    11. 11. how do you avoid litigation?
    12. 12. especially for the wrong reasons
    13. 13. solve disputes early
    14. 14. protect the business relationship
    15. 15. settle don’t litigate
    16. 16. assumptions
    17. 17. litigation as a last resort
    18. 18. business disputes
    19. 19. beneficial relationships
    20. 20. desirable to protect
    21. 21. background
    22. 22. corporate lawyer
    23. 23. divorce lawyer
    24. 24. what’s the connection?
    25. 25. I’m not special
    26. 26. complexity of the facts
    27. 27. personalities of the clients
    28. 28. skills the lawyers
    29. 29. direction of negotiations
    30. 30. expectations of the clients
    31. 31. client expectations
    32. 32. clients are influenced by emotions
    33. 33. business judgment
    34. 34. same standard
    35. 35. one more business risk
    36. 36. one more business opportunity
    37. 37. emotionally charged
    38. 38. ego
    39. 39. emotional investment
    40. 40. clouded perceptions
    41. 41. case study #1“meeting in the middle”
    42. 42. fighting over a fan
    43. 43. lawyers can help or hurt
    44. 44. knock down barriers
    45. 45. respect versus credibility
    46. 46. best possible position
    47. 47. arguing in the alternative
    48. 48. extreme interpretation
    49. 49. but we don’t like it
    50. 50. build credibility
    51. 51. no unreasonable positions
    52. 52. don’t escalate the dispute
    53. 53. don’t intimidate and bully
    54. 54. results in destroyed credibility
    55. 55. build trust to build relationships
    56. 56. make credible claims
    57. 57. see your position
    58. 58. see the facts
    59. 59. take a reasonable business position
    60. 60. build empathy
    61. 61. consider commercial impact
    62. 62. know the business people
    63. 63. understand their personalities
    64. 64. their expectations
    65. 65. their pressures
    66. 66. focus on business relationship
    67. 67. the client is not always right
    68. 68. clients make mistakes
    69. 69. do we litigate only when we are right?
    70. 70. only one winner
    71. 71. 50/50 chance
    72. 72. everybody thinks they’re right
    73. 73. case study #2“meeting in the middle (again)”
    74. 74. are you fighting over a fan?
    75. 75. protecting the company
    76. 76. protecting own employees
    77. 77. protecting own department
    78. 78. protecting themselves
    79. 79. rebuked if wrong
    80. 80. believing themselves right
    81. 81. bad judgment
    82. 82. behaving unfairly
    83. 83. being irrational
    84. 84. most favorable to themselves
    85. 85. face unfavorable facts
    86. 86. might be wrong
    87. 87. understand the dispute
    88. 88. rational and credible
    89. 89. thoughtful consideration
    90. 90. reasoned judgment
    91. 91. not posturing
    92. 92. building empathy
    93. 93. building credibility
    94. 94. no single approach
    95. 95. stay out of negotiations
    96. 96. I’m a lawyerI’m here to help lawyers involved too early
    97. 97. unreasonable expectations
    98. 98. case study #3“sleeping with the enemy ”
    99. 99. company nemesis
    100. 100. your enemy
    101. 101. defensive overreaction
    102. 102. seeking legal advantage
    103. 103. business should trump litigation
    104. 104. emotional block
    105. 105. outside litigation counsel
    106. 106. over lawyering
    107. 107. lawyering in the background
    108. 108. business people negotiate
    109. 109. advise from behind the scenes
    110. 110. support business judgment
    111. 111. withdraw from negotiation
    112. 112. case study #4“please go away ”
    113. 113. business relationship
    114. 114. lawyers go away
    115. 115. advising outside negotiations
    116. 116. business opportunity
    117. 117. the myth of win-win outcomes
    118. 118. don’t assume there is a win-win
    119. 119. some things are zero-sum
    120. 120. do look for ways to create value
    121. 121. get your share of the value-add
    122. 122. relationships are the win
    123. 123. conclusion
    124. 124. negotiation
    125. 125. client expectations
    126. 126. credibility
    127. 127. the client is not always right
    128. 128. stay out of negotiations
    129. 129. the myth of win-win outcomes
    130. 130. questions?
    131. 131. meeting in the middle by eric pesik l i t i ga t i o n a s i a s u m m i t m ay 2 0 , 2 0 1 2 , m a r i n a b ay s a n d sfo r m o re i n fo r m a t i o n co n ta c t e r i c @ p e s i k . n e t
    132. 132. Unless otherwise specified below, all images from Microsoft OfficeOnline. Used with permission from Microsoft:http://office.microsoft.com/en-us/images/Other images from flickrCreative Commons Attribution license:Businessmen in Meeting By Allen Sima Calexico by Lali Masrierahttp://www.flickr.com/photos/allensima/6033657657/ http://www.flickr.com/photos/visualpanic/2923046161/Talk to the Hand By NMR Photo Sienese Businessman by John Kellyhttp://www.flickr.com/photos/jinx1380/4983207375/ http://www.flickr.com/photos/thrillho/2735391270/No Pictures by Dplanet When the Sun Went Down, By Gideon Wrighthttp://www.flickr.com/photos/dplanet/94442623/ http://www.flickr.com/photos/27787901@N06/5362197490/Revtank Outtakes by Mish Sukharev Meeting by Voka Kamer van Koophandel Limburghttp://www.flickr.com/photos/mishism/5371074626/ http://www.flickr.com/photos/vokakvklim/4522283313/Cash By JMR_Photography Workshop by Fabrisalvettihttp://www.flickr.com/photos/jmrosenfeld/2903513401/ http://www.flickr.com/photos/fabrisalvetti/431625236/Money on Fire by Images of Money Woman With Notepad by Jerry Bunkershttp://www.flickr.com/photos/59937401@N07/5857379974/ http://www.flickr.com/photos/76266195@N08/7122179181/Houses on Coins By Images of Money Adjust Tie by Dplanethttp://www.flickr.com/photos/59937401@N07/5474806608/ http://www.flickr.com/photos/dplanet/94441582/Businessman by Kripptic Punch by Adam J Mertonhttp://www.flickr.com/photos/kripptic/1954828422/ http://www.flickr.com/photos/adamjmerton/5354639620/

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