Good examples about the importance of managing your counterpart's expectations in negotiations. Are you managing your counterpart's expectations during negotiations? Successful negotiators work hard to ensure that when they and their counterpart leave a negotiation, both sides feel satisfied with the agreement. Why should you care whether the other side is pleased with the deal or … [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
This report was taken from the November issue on the Harvard Project on Negotiation. Although this article is about negotiation with children, it has other applications. Conflict resolution: Learn how to avoid conflict in the home Disputes that arise in the home, such as those between parents and children are often the most difficult kind of negotiation you may face. Getting a good night's sleep … [Read more...]
Negotiators often fall back on positional bargaining, the traditional haggling approach to negotiation. One side makes a strong opening demand, the other side stakes their own claim, and they exchange concessions until they either split the difference or come to an impasse. This type of win-lose approach overlooks opportunities to create value as opposed to just distributing value. You can … [Read more...]
A federal appeals court has upheld a federal judge's decision to deny as "grossly excessive" a request for more than $900,000 in attorney fees based on a $100,000 punitive award. When a request under a fee-shifting statute is "outrageously excessive," a judge may deny the award altogether if the statute gives the judge discretion in awarding fees, the Philadelphia-based 3rd U.S. Circuit Court … [Read more...]
Negotiation Strategy # 1: Prepare, prepare, prepare. Harvard Program on Negotiation professors, Martin Latz (founder of the Latz Negotiation Institute and coaches all emphasize the importance of preparation. John Wooden, the legendary UCLA basketball coach, said, "Failing to prepare is same as preparing to fail." Preparation is the key to successful negotiations. You must know the issues at … [Read more...]