Negotiation In A Down Economy
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Some helpful hints for negotiating from a position of weakness in difficult economic times. Given to the LACBA Solo and Small Firm and Legal Tech conference in June of 2009
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Negotiation In A Down Economy
- 1. Negotiating in a Down Economy LACBA Solo & Small Firm and Legal Tech Convention Victoria Pynchon and the Hon. Alexander Williams, III (Ret.) ADR Services, Inc . All lawyer cartoons courtesy of the brilliant Charles Fincher of LawComix.com
- 4. Why do people seek the services of attorneys?
- 6. Relative Benefits v. Absolute Numbers
- 9. What do they WANT??????
- 15. Dealing with Difficult People
- 16. Behind every accusation is a cry for help
- 24. Gaining the Upper Hand
- 25. The Population of Syria 18,448,752
- 27. framing
- 28. Negotiating from a Position of Weakness
Editor's Notes
- We value money more as it relates to our relative position than to an absolute number. I may be happy making $150K/year as an attorney until my step-son makes $200K in his first year of practice; Heller Ehrman collapse: $1 million earners said if anyone had asked, they would have sacrificed to make the middle happy; sense of equity so strong even animals demand it
- When use the word “winner” you assume only one person can win: it’s a ZERO SUM GAME People waste time figuring out how to divide the pie instead of inventing ways to expand it Lose/lose; win/lose or a 50/50 split HOW CAN BOTH PLAYERS “WIN”?
- Ask diagnostic questions
- MY business: fairness; equity; autonomy (not being extorted); revenge; reconciliation COME BACK TO THIS
- Board of Directors