Gaining The Upper Hand In Negotiations

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Part V of Negotiating with Difficult People for Lawyers

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Gaining The Upper Hand In Negotiations

  1. 1. Gaining the Upper Hand Part V Negotiation with Difficult People Victoria Pynchon, ADR Services, Inc.
  2. 3. The Population of Iraq 28,221,180
  3. 4. <ul><ul><li>Nature of problem deal is capable of resolving </li></ul></ul><ul><ul><li>Characterize deal in way favorable to your strengths </li></ul></ul><ul><ul><ul><li>Routine extension of old rather than new “deal” </li></ul></ul></ul><ul><ul><ul><li>View sale of biz as stand-alone vs. synergy created by acquisition by buyer </li></ul></ul></ul><ul><ul><ul><ul><li>Focuses on future rather than present </li></ul></ul></ul></ul><ul><ul><ul><ul><li>Focuses on value to BOTH parties </li></ul></ul></ul></ul>
  4. 6. Negotiating from a Position of Weakness
  5. 8. <ul><li>Don’t reveal own weakness </li></ul><ul><li>Leverage their Weakness </li></ul><ul><li>Identify and value your worth </li></ul><ul><ul><li>Establish metrics of value that satisfy party interests: </li></ul></ul><ul><ul><li>attorney-client </li></ul></ul><ul><ul><li>partner-associate </li></ul></ul><ul><ul><li>plaintiff-defendant </li></ul></ul><ul><ul><li>attorney-judge </li></ul></ul>
  6. 9. Reframe Weakness as Strength <ul><li>1912 Presidential campaign </li></ul><ul><li>Used photo of Roosevelt without permission </li></ul><ul><li>3 million copies printed </li></ul><ul><li>Penalty $1/copy </li></ul>
  7. 10. <ul><li>Telegram: planning to print 3 million copies of campaign speech. Excellent opportunity for photographers. </li></ul><ul><li>How much are you willing to pay us to use your photograph? </li></ul><ul><li>“ Appreciate opportunity but can afford to pay $250.” </li></ul>
  8. 11. “ How David Beats Goliath” 5/11/09 New Yorker <ul><li>Last 200 years of warfare </li></ul><ul><ul><li>Goliaths won 71.5% of time </li></ul></ul><ul><ul><li>Contests where Goliath has 10x > power, Davids win nearly 1/3 rd of the time </li></ul></ul><ul><ul><li>Where “Davids” chose unconventional strategy, won 63.6% of the time </li></ul></ul><ul><ul><ul><li>Bedouins v. Turkish </li></ul></ul></ul><ul><ul><ul><ul><li>Speed, time, endurance, knowledge of terrain, courage </li></ul></ul></ul></ul><ul><ul><ul><ul><li>“ art of war [is] about legs not arms” </li></ul></ul></ul></ul><ul><ul><ul><li>Full-court press </li></ul></ul></ul><ul><ul><ul><ul><li>Endurance, stamina </li></ul></ul></ul></ul><ul><ul><ul><ul><li>surprise </li></ul></ul></ul></ul>
  9. 12. Wrap Your “No” in a “Yes”
  10. 13. <ul><li>People err in one direction or the other by: </li></ul><ul><ul><li>Prioritizing the relationship & saying “yes” when want/need to say “no” or </li></ul></ul><ul><ul><li>Prioritizing power by brusquely saying “no” or </li></ul></ul><ul><ul><li>Taking middle ground of avoidance saying nothing & hoping a problem won’t arise </li></ul></ul>
  11. 14. <ul><li>Be conscious </li></ul><ul><li>Ask questions </li></ul><ul><li>Require cooperation </li></ul><ul><li>Problem solve </li></ul>
  12. 15. <ul><li>An attorney should avoid negotiating tactics that are </li></ul><ul><li>abusive </li></ul><ul><li>not made in good faith </li></ul><ul><li>threaten inappropriate legal action </li></ul><ul><li>not true </li></ul><ul><li>set arbitrary deadlines </li></ul><ul><li>intended solely to gain an unfair advantage or take unfair advantage of a superior bargaining position; or </li></ul><ul><li>do not accurately reflect the client's wishes or previous oral agreements. </li></ul>California Attorney Guidelines of Civility and Professionalism

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