Negotiation Strategies

Negotiating Skills and Techniques Presented by Bart Greenberg Manatt, Phelps & Phillips, LLP Continuing Legal Education

Bridging the Gap . . . Business Issues

Can a “Simple” Solution Be Reached? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

“ Trust Me” Example 1: ,[object Object],[object Object],[object Object]

Will More “Creative” Thinking Help? ,[object Object],[object Object],[object Object],[object Object]

Examples of “Creative” Thinking: ,[object Object],[object Object],[object Object],[object Object]

If Creative Thinking Won’t Help . . . ,[object Object],[object Object]

Bridging the Gap . . . Unequal Bargaining Power

Unequal Bargaining Power ,[object Object],[object Object]

Example of Unequal Bargaining Power ,[object Object],[object Object],[object Object],[object Object]

Techniques to Level the Playing Field ,[object Object],[object Object],[object Object]

Outsmarting Your Opponent ,[object Object],[object Object]

“ Outsmarting” Example 1: ,[object Object],[object Object],[object Object]

“ Outsmarting” Example 2: ,[object Object],[object Object],[object Object]

Staying Within Your Means ,[object Object],[object Object]

“ Staying” Example 1: ,[object Object],[object Object],[object Object],[object Object]

“ Staying” Example 2: ,[object Object],[object Object],[object Object]

“ Staying” Example 3: ,[object Object],[object Object],[object Object]

Manipulating Your Opponents Greed ,[object Object],[object Object],[object Object]

“ Hogs” Example 1: ,[object Object],[object Object],[object Object],[object Object],[object Object]

“ Hogs” Example 2: ,[object Object],[object Object],[object Object],[object Object]

Bridging the Gap . . . Personality Issues

The Unsophisticated Opponent ,[object Object],[object Object],[object Object]

The Unsophisticated Opponent ( cont .) ,[object Object],[object Object],[object Object],[object Object],[object Object]

“ Unsophisticated Opponent” Example 1: ,[object Object],[object Object]

The Unfriendly Opponent ,[object Object],[object Object],[object Object]

“ Unfriendly Opponent” Example 1: ,[object Object],[object Object],[object Object],[object Object]

The “Difficult” Counsel ,[object Object],[object Object],[object Object],[object Object]

The “Difficult” Counsel ( cont .) ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

“ Difficult Counsel” Example 1: ,[object Object],[object Object],[object Object]

The Intermeddling Prima Donna ,[object Object],[object Object]

“ Intermeddling” Example 1: ,[object Object],[object Object],[object Object],[object Object]

“ Intermeddling” Example 2: ,[object Object],[object Object]

“ Intermeddling” Example 3: ,[object Object],[object Object],[object Object]

Bridging the Gap . . . Communication Methods

E-Mail Correspondences ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Conference Calls ,[object Object],[object Object],[object Object],[object Object]

“ Face-to-Face” Meetings ,[object Object],[object Object],[object Object],[object Object]

The “Formal” Letter ,[object Object]

“ Going Dark” ,[object Object],[object Object]

The Form and Timing of Response ,[object Object]

Negotiating Skills and Techniques Thank you! Presented by Bart Greenberg Manatt, Phelps & Phillips, LLP (714) 371-2518 [email_address]

Negotiation Strategies

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