In my mind, a successful home negotiation is not where one side has pulverized the other. You don’t “win” a negotiation; you get the best possible outcome for your clients while doing the least harm. No one should leave a negotiation angry. After all, you never know when you might have to negotiate with the same people again. When it comes to negotiating on behalf of my clients, I keep the following rules in mind:
Set the stage: I like a location that’s quiet, neutral, pleasant, and away from distractions and confusion. It’s best if everyone turns off their devices, and refrains from calls or texts during negotiations.
Be prepared: I never enter without my homework. I verify any outstanding facts before the negotiation begins. (Later fact-finding can cause a negotiation to bog down!)
Present a united front: I represent clients and have been hired to act on their wishes. At times I may not agree with their position, but I never share that with the other side. If I feel a client’s position is less than optimal, I only discuss it with them in private. Continue reading
