Here are several negotiation tips from a 2009 Orange County Trial Lawyer of the Year and 2013 California Litigation Lawyer of the Year (CLAY Award), Jon Mitchell Jackson. These are the same approaches Mitch use to mediate and negotiate multi-million dollar deals and they'll work for you IRL and in the digital Web3 spaces.
Please feel free to share if you find value. Stay connected with Mitch at https://mitchjackson.com
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Negotiation- A Trial Lawyer's Negotiation Secrets!
1.
2. “LET US NEVER NEGOTIATE OUT OF FEAR.
BUT LET US NEVER FEAR TO NEGOTIATE.”
JOHN F. KENNEDY
3. NEGOTIATION
LEARN HOW TO NEGOTIATE AND
CLOSE DEALS JUST LIKE THE BEST
TRIAL LAWYERS IN THE WORLD.
- MITCH JACKSON, ESQ.
4. NEGOTIATION
NEGOTIATION IS A CONTINUING PROBLEM
SOLVING PROCESS. IT’S GETTING PEOPLE WITH
BOTH COMMON AND CONFLICTING INTEREST TO
COME TOGETHER TO ARRANGE OR ADJUST
THEIR FUTURE RELATIONSHIP BY MAKING A
JOINT DECISION.
5. NEGOTIATION
GOOD NEGOTIATIONS ALLOW FOR BENEFICIAL
EXCHANGES AND AGREEMENTS TO BE MADE
THAT GIVE ADDED VALUE TO RELATIONSHIPS
OR A PARTICULAR SITUATION.
7. NEGOTIATION
TO BE AN EFFECTIVE NEGOTIATOR, YOU MUST
DEVELOP AND USE PEOPLE SKILLS. I SAY THIS
BECAUSE EFFECTIVE NEGOTIATION INVOLVES
20% TECHNICAL SKILLS AND 80% PEOPLE
SKILLS.
9. NEGOTIATION
UNDERSTAND THAT THE OTHER PERSON DOES
NOT REALLY CARE HOW THE OUTCOME OF THE
NEGOTIATION AFFECTS YOU. THE OTHER
PERSON ONLY CARES ABOUT HOW IT AFFECTS
HIM OR HER.
14. NEGOTIATION
DON’T BURN BRIDGES. THIS IS ESPECIALLY
TRUE IF THERE IS A CHANCE YOU’LL BE
NEGOTIATING WITH THIS SAME PERSON OR
COMPANY AGAIN IN THE FUTURE.
16. NEGOTIATION
BEFORE STARTING…
•CRAFT A SIMPLE STATEMENT YOU CAN USE TO
EXPLAIN THE GOAL OF THE NEGOTIATIONS.
SOMETHING YOU CAN USE OVER AND OVER DURING
THE NEGOTIATIONS TO REFOCUS THE PLAYERS.
17. NEGOTIATION
SOMETHING LIKE, “MY CLIENT IS INTERESTED
IN BUYING THE HOUSE AND YOUR CLIENTS ARE
INTERESTED IN SELLING THE HOUSE. WHAT
CAN WE DO TO GET THIS DEAL DONE?”
19. NEGOTIATION
AGREE ON…
•THE MUTUAL BENEFIT OF HAVING A SUCCESSFUL
NEGOTIATION (BOTH WANT A RESOLUTION) AND
•THINGS OR ISSUES YOU EACH HAVE IN COMMON.
20. NEGOTIATION
GET INVOLVED- TAKE YOUR TIME AND TAKE
NOTES. THE OTHER SIDE WILL APPRECIATE YOU
TAKING THE TIME TO WRITE THINGS DOWN
(EVEN IF YOU REALLY DON’T NEED TO).
22. NEGOTIATION
CONTROL YOUR EMOTIONS AND APPRECIATE
WHAT THE OTHER PERSON IS PROBABLY GOING
THROUGH. “EMOTIONS ARE IMPORTANT FOR
THE JOURNEY… BUT I DON’T LET THEM DRIVE
THE CAR!” - DONDI SCUMACI
23. NEGOTIATION
DEFLECT, REFLECT AND THEN SELECT. BEFORE
RESPONDING, LEARN HOW TO TAKE TIME AND
LET SOMETHING BOUNCE OFF YOU, REFLECT
AND THINK ABOUT IT, AND THEN SELECT YOUR
RESPONSE.
24. NEGOTIATION
TAP INTO THE OTHER PERSON’S BELIEF SYSTEM.
IN ALL NEGOTIATIONS THERE ARE GENERALLY
THREE TRUTHS: YOUR TRUTH, THE OTHER
PERSON’S TRUTH, AND THE ACTUAL TRUTH.
40. NEGOTIATION
DO NOT INCLUDE PERSON WITH AUTHORITY
DIRECTLY IN THE NEGOTIATIONS. KEEP OPTION
OPEN, “I NEED TO RUN THAT BY MY PARTNER…”
41. NEGOTIATION
ALONG THE SAME LINES, DO NOT AGREE TO
NEGOTIATE WITH THE OTHER PERSON UNLESS
HE OR SHE HAS FULL AUTHORITY.
42. NEGOTIATION
NEVER TELL THE OTHER SIDE THEY ARE
WRONG. INSTEAD USE THIS, “I KNOW HOW
YOU FEEL. I USE TO FEEL THE SAME WAY. BUT
THEN I FOUND OUT ABOUT AAA AND NOW I
FEEL BBB.”
44. NEGOTIATION
ALWAYS LEAVE A “BACK DOOR” OR “EXIT
STRATEGY” FOR THE OTHER PERSON. ALLOW
HIM OR HER TO SAVE FACE AND AVOID
EMBARRASSMENT (ESPECIALLY IN FRONT OF A
CLIENT).
45. NEGOTIATION
WHEN THE TIME IS RIGHT, NEVER BE AFRAID TO
CLOSE THE DEAL. ASK FOR THE SALE OR
ULTIMATE DESIRED OUTCOME.
46. NEGOTIATION
AVOID BUYER REMORSE. IF DOCUMENTS ARE
NECESSARY, HAVE THEM READY TO GO AND
DON’T LEAVE UNTIL THEY ARE SIGNED AND ALL
TERMS ARE PROPERLY CONFIRMED.