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Publisher's Summary

It turns out that most negotiations are over even before they begin. The legal team that has spent the most time planning for the negotiation, doing their homework, and collecting the data that they'll need is the one that's going to walk away from the table with the best deal. Wouldn't you want that legal team to be your team?

What you'll find inside:

  • The seven deadly sins of preparing to negotiate
  • Deals that make money: how to plan your concessions
  • Make more sales: understanding buyer power and what to do about it
  • Single vs team negotiation: which is better?

Planning is what happens before a paralegal sits down at the negotiating table. There are no negotiating tactics or tricks at play here. It's just a matter of you doing your homework. At the same time you hope that the other side is not doing their homework so that you'll show up at the negotiation more prepared then they are.

Just committing to doing the planning that your next negotiation is going to require is not enough, you also have to know just exactly how to go about doing it. That's what this book is going to teach you. Every legal negotiation is different and so the planning that you'll have to do for every negotiation will be different also.

The planning that is required for a successful legal negotiation takes on many different forms. These can include planning where and when the negotiations will be held, what concessions you'll be willing to make to the other side, and understanding who has what power in the negotiations.

The end result of doing the planning that a negotiation requires is that when you sit down at the negotiating table, you'll have a sense of being prepared. You'll know what you need to know about the other side of the table, what their goals are, what their constraints are, and what they hope to be able to get out of the negotiations.

©2017 Dr. Jim Anderson (P)2017 Dr. Jim Anderson

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