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THE NEGOTIATION DANCE FIVE REASONS NOT TO SIT OUT by Scott Van Soye
Negotiating price (or a settlement amount) can be a long and frustrating process.
Think about the last time you bought a car. Exhausting, wasn’t it? And yet research has shown that the outcome is often predictable. Professor Peter Robinson of Pepperdine University reports that such negotiations usually end with an agreement about halfway between the first two reasonable offers.
Scott Van Soye
Doesn’t this mean that we can skip all the bargaining rigamarole, figure out what the most reasonable midpoint number is, offer that, stick to it as our “bottom line,” and be confident of settlement? The short answer is an emphatic no, the following are five reasons why~
Scott Van Soye is a full-time mediator and arbitrator working with the Agency for Dispute Resolution with offices in Irvine, Beverly Hills and nationwide. He is a member of the California Bar, and practiced real estate, civil rights, and employment law for over twenty years. He holds an LL.M. in Dispute Resolution from Pepperdine University, where he is an adjunct professor of law. He welcomes your inquiries, and can be reached at scott.vansoye@agencydr.com or (800) 616-1202, Ext. 721. Website: www.scottvansoye.agencydr.com Read more articles by Scott Van Soye at: www.adrtimes.com/articles/author/scottvansoye
