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

2. Negotiating Exercise Pair Up with one person sitting next to you.
Read the scenerio
NEGOTIATE!

3. 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.”

4. 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

5. 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

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

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

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