Negotiations Techniques

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