Strategy and Tactics for the Sophisticated Commercial Litigation Negotiator
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Comments (2)
Read through and enter the discussion by using the form at the endJeff Gordon - March 27, 2008 7:10 AM
That's a great document! Thanks for sharing it.
I do find it a bit interesting however, that in 40 pages of material, not once did I see it mention finding a professional to assist in the negotiations. My technical people, as strong as they are in their respective fields, are not going to be able to learn and manipulate this much information.
So telling them how to negotiate is informative and educational, but ultimately ineffective. What Daniel needed to do was contact a professional to help him through these issues and raise the various points covered.
OK, maybe I'm biased... but still. :)
Vickie Pynchon - March 27, 2008 11:14 AM
Thanks for dropping by Jeff!
What I'd like is for everyone to learn about the strategies and tactics for successful interest-based negotiations.
Primarily, I'd like it if everyone could learn that non-positional negotiation is a skill that can be learned.
Secondarily, I'd like business people and attorneys alike to understand that while an adversarial "style" might be DEPLOYED for a particular reason at a particular time, there's far more nuance, dimension and complexity to a successful negotiation than "twisting the other guy's arm."
To the extent my readers CHOOSE a confrontive, power-based tactic, I'd just like them to know what they are doing when they are doing it and why.
I'd also like them to pick up the skill of de-escalating the conflict that aggressive tactics tend to give rise to.
So, just as few of us are Picasso but many of us can appreciate his art, I'd like this blog to serve as a "negotiation appreciation" course as well as a "how to."
At a minimum, my goal is to make ALL business people and ALL lawyers aware that these strategies and tactics EXIST. Then they'll pick up the telephone and call YOU to help them with them.