Download - Gaining The Upper Hand In Negotiations
![Page 1: Gaining The Upper Hand In Negotiations](https://reader034.vdocuments.mx/reader034/viewer/2022042813/547cccf2b4795984508b4723/html5/thumbnails/1.jpg)
Gaining the Upper HandPart V Negotiation with Difficult People
Victoria Pynchon, ADR Services, Inc.
![Page 2: Gaining The Upper Hand In Negotiations](https://reader034.vdocuments.mx/reader034/viewer/2022042813/547cccf2b4795984508b4723/html5/thumbnails/2.jpg)
![Page 3: Gaining The Upper Hand In Negotiations](https://reader034.vdocuments.mx/reader034/viewer/2022042813/547cccf2b4795984508b4723/html5/thumbnails/3.jpg)
The Population of Iraq
28,221,180
![Page 4: Gaining The Upper Hand In Negotiations](https://reader034.vdocuments.mx/reader034/viewer/2022042813/547cccf2b4795984508b4723/html5/thumbnails/4.jpg)
– Nature of problem deal is capable of resolving
– Characterize deal in way favorable to your strengths• Routine extension of
old rather than new “deal”• View sale of biz as
stand-alone vs. synergy created by acquisition by buyer– Focuses on future
rather than present– Focuses on value to
BOTH parties
![Page 5: Gaining The Upper Hand In Negotiations](https://reader034.vdocuments.mx/reader034/viewer/2022042813/547cccf2b4795984508b4723/html5/thumbnails/5.jpg)
![Page 6: Gaining The Upper Hand In Negotiations](https://reader034.vdocuments.mx/reader034/viewer/2022042813/547cccf2b4795984508b4723/html5/thumbnails/6.jpg)
Negotiating from a Position of Weakness
![Page 7: Gaining The Upper Hand In Negotiations](https://reader034.vdocuments.mx/reader034/viewer/2022042813/547cccf2b4795984508b4723/html5/thumbnails/7.jpg)
![Page 8: Gaining The Upper Hand In Negotiations](https://reader034.vdocuments.mx/reader034/viewer/2022042813/547cccf2b4795984508b4723/html5/thumbnails/8.jpg)
Don’t reveal own weaknessLeverage their Weakness
Identify and value your worthEstablish metrics of value that satisfy party interests:
attorney-client partner-associate
plaintiff-defendant attorney-judge
![Page 9: Gaining The Upper Hand In Negotiations](https://reader034.vdocuments.mx/reader034/viewer/2022042813/547cccf2b4795984508b4723/html5/thumbnails/9.jpg)
Reframe Weakness as Strength
• 1912 Presidential campaign
• Used photo of Roosevelt without permission
• 3 million copies printed• Penalty $1/copy
![Page 10: Gaining The Upper Hand In Negotiations](https://reader034.vdocuments.mx/reader034/viewer/2022042813/547cccf2b4795984508b4723/html5/thumbnails/10.jpg)
• Telegram: planning to print 3 million copies of campaign speech. Excellent opportunity for photographers.
• How much are you willing to pay us to use your photograph?
• “Appreciate opportunity but can afford to pay $250.”
![Page 11: Gaining The Upper Hand In Negotiations](https://reader034.vdocuments.mx/reader034/viewer/2022042813/547cccf2b4795984508b4723/html5/thumbnails/11.jpg)
“How David Beats Goliath” 5/11/09 New Yorker
• Last 200 years of warfare– Goliaths won 71.5% of time– Contests where Goliath has 10x >
power, Davids win nearly 1/3rd of the time
– Where “Davids” chose unconventional strategy, won 63.6% of the time• Bedouins v. Turkish
– Speed, time, endurance, knowledge of terrain, courage
– “art of war [is] about legs not arms”
• Full-court press– Endurance, stamina– surprise
![Page 12: Gaining The Upper Hand In Negotiations](https://reader034.vdocuments.mx/reader034/viewer/2022042813/547cccf2b4795984508b4723/html5/thumbnails/12.jpg)
Wrap Your “No” in a “Yes”
![Page 13: Gaining The Upper Hand In Negotiations](https://reader034.vdocuments.mx/reader034/viewer/2022042813/547cccf2b4795984508b4723/html5/thumbnails/13.jpg)
• People err in one direction or the other by:–Prioritizing the relationship & saying “yes” when
want/need to say “no” or–Prioritizing power by brusquely saying “no” or– Taking middle ground of avoidance saying nothing &
hoping a problem won’t arise
![Page 14: Gaining The Upper Hand In Negotiations](https://reader034.vdocuments.mx/reader034/viewer/2022042813/547cccf2b4795984508b4723/html5/thumbnails/14.jpg)
Be consciousAsk questions
Require cooperationProblem solve
![Page 15: Gaining The Upper Hand In Negotiations](https://reader034.vdocuments.mx/reader034/viewer/2022042813/547cccf2b4795984508b4723/html5/thumbnails/15.jpg)
An attorney should avoid negotiating tactics that are
• abusive• not made in good faith• threaten inappropriate legal
action• not true• set arbitrary deadlines• intended solely to gain an
unfair advantage or take unfair advantage of a superior bargaining position; or
• do not accurately reflect the client's wishes or previous oral agreements.
California Attorney Guidelines of Civility and Professionalism
![Page 16: Gaining The Upper Hand In Negotiations](https://reader034.vdocuments.mx/reader034/viewer/2022042813/547cccf2b4795984508b4723/html5/thumbnails/16.jpg)