Hello LeeLee, I am available to advise and negotiate with you in your important negotiations. Please contact me here: www.expertnegotiator.com/contact/. Seventh, make a request and a proposal for a regulation easy to understand. Cialdini`s research shows that people associate more easily with concepts and are more influenced by them than they can understand. People tend not to make an effort to decipher complex arguments and positions. OJ Simpson`s criminal defense team did a good job. They asked the jury not to find OJ guilty in a long and convoluted trial, after repeatedly peppering their closing arguments with a very simple slogan: “If [the glove] doesn`t fit you, you must acquit.” We should apply the same concept of simplicity in settlement negotiations. Influence compliance by simplifying complex concepts before proposing a settlement. Hi Brian, first of all, are you wondering what information is shared when the terms “fair” and “reasonable” or “unfair” and “inappropriate” are used? The answer is “nothing.” But having standards that determine what seems “fair” and “reasonable” can adjust and determine the final outcome of a negotiation. Therefore, you can find results and standards that are in your favor and communicate them to your counterpart in order to achieve the best possible results. You could leave money on the table or miss other favorable outcomes by agreeing to a deal too quickly without doing your due diligence.
That`s why I encourage everyone to follow my 5 golden rules for the best results. Eleventh, use the concept of authority to influence the acceptance of a claim. Cialdini explains that people are more likely to listen to people who have expertise in a topic, as long as they trust the expert. When choosing a mediator, choose a trustworthy mediator, an expert in the field, or simply a mediation expert so that they can exert influence on the opposition when trying to change their perspective and bring the parties closer to a solution. In fact, it is often wise to let the opposition choose the mediator precisely for this reason. If no mediator is present, you should hire a reputable expert in the field to give an opinion on the relevant topic, a particular aspect of the case, the law, comparative value, likely trial outcomes, comparable judgments, etc. Similarly, consider hiring a prominent lawyer who is an “expert” in the field to represent a client`s interests in a settlement or in court, as their opinions and motions can have additional influence on the opposition. Cialdini`s sophisticated influence work makes it clear that the psychological framework of an early discussion can carry equal or greater weight than the actual merits of a request. He explains that one must master the art of “pre-persuasion”, which consists of “ensuring that recipients are receptive to a message before they encounter it”. It seems that Sun Tzu understood this when he made this famous and historic quote: “Every battle is won before it is fought.” In the legal context, this essentially means that the best tactic to influence is not to argue solely on the merits of a claim.
Before presenting the benefits of your proposal, think instead about persuasion and influence techniques that increase the likelihood that messages, ideas and suggestions will be accepted. Finally, other lawyers deal with a flexible combination of strategies that often begin with positional allocation negotiations and move to integrative negotiations to overcome possible impasses in negotiations. Negotiators often fail to thoroughly consider the impact of a legal action on their relations with the other party and other interested parties. “Disputes can strain relationships,” writes Harvard Business School Professor Deepak Malhotra in an earlier article on negotiation briefings, “but disputes tend to destroy them. To give an obvious example, a divorced couple who is able to negotiate a custody agreement with the help of a neutral mediator is more likely to establish a productive relationship after divorce that benefits them and their children than a couple hiring two “sharks” to attack each other`s character in court. Hi Jeffrey, if you`re feeling bullied, let me suggest this column on managing business bullies.
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