Negotiation is communicating with the other side with the intent to modify the other side's behavior to satisfy your needs/interests and wants. A want is something that you would like to have. A need/interest is a core concern that you have to have, a "must have" so to speak. If the negotiation does meet your core concerns, needs/ interests, you will walk away and not settle. Interests are the … [Read more...]
Welcome to the Gregory Negotiation Report
"The purpose of the Gregory Negotiation Report is to help attorneys become better attorneys and more effective negotiators."
Attorney & Mediator
Setting realistic, achievable goals is an essential part of a successful negotiation/settlement process. This statement is true whether the process involves two lawyers trying to settle a case thru their own efforts, mediation, or collaborative law. One of the most important roles of a lawyer is to be an agent of reality. Unrealistic expectations are destined for disappointment. Therefore, it is … [Read more...]
All of the noted negotiation experts say the most essentially important part of negotiations is preparation. You are not prepared for negotiations unless you clearly understand your purpose and the other party's purpose. What is behind the dispute? What is motivating the negotiation? What do you want and why do you want it? Ask the same question of your negotiation opponent. "In traditional … [Read more...]
This article is taken from parts of Michele Huff's book, The Transformative Negotiator, 2015. Michele Huff, J.D. states, "Your overall goal in negotiating is to modify another's behavior to get what you want or need. To do this you must be able to clearly articulate what it is you want, need, and expect from your partner. It is your responsibility to create clarity by being specific and … [Read more...]
This article is taken from chapter one of Michele Huff's book, The Transformative Negotiator, 2015. Michele Huff, J.D., describes negotiation as the art of communicating with another person with the intent of modifying his or her behavior to satisfy your wants or needs. Michele discusses the importance of really listening in chapter one and asks this question, "How often do you listen with … [Read more...]