Negotiations g Techniques q (or things we learned the hard way at the bargaining table) Kelley Baker and Karen Haase Harding & Shultz ((402)) 434-3000 kbaker@hslegalfirm.com khaase@hslegalfirm.com
Tactics and Techniques
Ask for More Than You Expect To Get P You might get it P It gives you room P You can make bigger concessions P It increases the perceived value of your offer P It helps to avoid deadlocks
Teacher Morale
The Flinch P React with shock and surprise to
the other side=s proposals
Nothing for Nothing P Don=t give anything away!! P AIf we do that for y you what will you do for us?@ < Y You might i ht gett somethingg < It elevates the value of your concession
The Call Girl Principle p P Get a Reciprocal p Concession Right g
Away
Feel,, Felt,, Found P AI know exactly how you feel@ P AI=ve felt that way myself@ P AI=ve ffound d th thatt . . . @
Negotiate g the Package g
Nibblingg P How to nibble P How to respond: <
AWe W =ve concluded l d d negotiations g @
<
Address all the details Make them feel cheap, cheap in a good- natured way Make them feel that they won.
< <
Appeals pp to Higher g Authorityy
Appeals to Higher Authority P Retain y your abilityy to appeal pp to higher g
authority P Counter Gambit: < Appeal to their egos < Get their commitment to sell the deal
The Vise P You'll You ll have to do better than that. that P Counter Gambit: < Exactly how much better do I have to do?
Let Things g Take Time
What if You Just Can=t Settle?
Consider an Outside Negotiator
Negotiations g Techniques q (or things we learned the hard way at the bargaining table) Kelley Baker and Karen Haase Harding & Shultz ((402)) 434-3000 kbaker@hslegalfirm.com khaase@hslegalfirm.com