This document outlines strategies and tactics for negotiation. It begins with an agenda that includes sections on negotiation theory, strategy, and tactics. For strategy, it emphasizes the importance of doing homework, preparing your team, and developing alternative options. Key tactics discussed include creating deal tension, using time to your advantage, being the aggressor, chipping away at the other side's position, bundling issues, appealing to higher authorities, dividing and conquering, breaking deadlocks, and pressing the big red button. It concludes by listing 14 top tips for negotiation strategy and tactics.

1. NEGOTIATIONS
Strategy and tactics for the real world
Ted Maduri and Andrew Lord, Davis LLP

2. AGENDA
• Negotiation theory
• Negotiation strategy
• tips
• practical examples
• Negotiation tactics
• tips
• practical examples
• Top Tips (to print out and put beside your bed)

3. NEGOTIATION THEORY

4. Fundamentals

5. NEGOTIATION
STRATEGY

6. “That’s
the
difference
between
you
and
me:
you
want
to
lose
small,
I
want
to
win
big.”

7. “The
game
is
out
there.
You
either
play
or
get
played.”

8. Doing
your
homework

9. Preparing
your
team

10. Developing
other
opCons

11. NEGOTIATION TACTICS

12. CreaCng
deal
tension

13. Using
Cme
to
your
advantage

14. Being
the
aggressor

15. Chipping
away

16. Bundling
issues

17. Appealing
to
higher
authoriCes

18. Dividing
and
conquering

19. Breaking
deadlocks

20. Pressing
the
big
red
buIon

21. Top Fourteen Tips
Strategy
1. Determine your goals
(e.g., short vs long term)
2. Know the rules of the
game
3. Do your homework
4. Prepare your team
5. Make sure you have a
Plan B
Tactics
6. Creating tension
7. Using time to your advantage
8. Being the aggressor
9. Chipping away
10. Bundling issues
11. Appealing to higher
authorities
12. Dividing and conquering
13. Breaking deadlocks
14. Pressing the big red button

22. THANK YOU!
Ted Maduri
Partner, Toronto
416.941.5412
tmaduri@davis.ca
Follow us @DavisLLP
@tedmaduri
This presentation is intended to provide general comments on developments in the law. It is not intended to be a comprehensive review nor is it
intended to provide legal advice. You should not act on information in the presentation without first seeking specific advice on a particular matter.
Andrew Lord
Partner, Toronto
416.369.5264
alord@davis.ca

23. Attribution
• “That’s the difference…” and image, Suits
• “The game is out there…”, The Wire
• “Getting To Yes” image: cover of Getting to Yes: How To Negotiate
Agreement Without Giving In (Fischer, Ury and Patton)
• Other images obtained under creative commons licenses from
https://unsplash.com/, http://www.lifeofpix.com/,
http://deathtothestockphoto.com/, https://stocksnap.io/,
http://www.freestockphotos.biz/ , http://commons.wikipedia.org/ (user:Yarl)