Presented By Beth Cuzzone and James Stapleton Fresh Approaches for Honing your Attorney Coaching and Negotiation Skills Presented By Beth Cuzzone and James Stapleton

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 Collaborative Negotiation Separate the people from the problem Separate positions from interests Create options for mutual gain Look for appropriate criteria standards

Crown Jewel of Sales Skill Learn and use: Isolate Clarify Negotiate

Comments, Ideas or Thoughts? Wrap Up Comments, Ideas or Thoughts?