Presented By Beth Cuzzone and James Stapleton

Fresh Approaches for Honing your

Attorney Coaching and Negotiation Skills

Negotiating Exercise

• Pair Up with one person sitting next to you.• Read the scenerio• NEGOTIATE!

When and How

• We use our negotiation our sales skills several times each day:– Negotiating Contracts with Vendors– Proposing budget increases– Coaching lawyers– “Getting people to do what they don’t want to do

but should do.”

Competitive vs. Collaborative Approach

Characteristic Competitive approach Collaborative approach

Relationship Temporary Long-term

Consideration Self Both parties

Atmosphere Distrust Trust

Focus Positions Interest

Aim to gain Advantage, concession Fair agreement

Information Concealed, power Shared, open

Strategy End justifies means Objective and fair rules

Tactics Coercion, tricks Stick to principles

Outcome Win-lose Win-win

Negotiation Outcomes

• What’s right for you?– Lose/Lose– Win/Lose (I win you lose)– Lose/Win (I lose and you win)– Win/Win (Both win, but compromised)

– Win More/Win More

Strategy for CollaborativeNegotiation

1. Separate the people from the problem2. Separate positions from interests3. Create options for mutual gain4. Look for appropriate criteria standards

Crown Jewel of Sales Skill

Learn and use:1. Isolate2. Clarify3. Negotiate

Wrap Up

Comments, Ideas or Thoughts?