No matter what type of law you practice, the ability to negotiate well is a vital skill. Whether settling a claim, obtaining favorable terms on a service contract, or reaching a plea deal, you are engaged in the act of negotiation. Follow these tips to become a better negotiator.
Preparation and planning are paramount
Ask your client to articulate her priorities very specifically. Then listen to not only what your client says, but what she really means. What does she absolutely have to have and what does she want, but will compromise on? Create a list of the absolute must-have items, secondary points that are important, but not vital, and low priority goals.
Make sure the decision makers are present
Begin your negotiation by asking who must be consulted before the parties can reach a decision. Request that this person or persons be available for the negotiation.
Communication is the cornerstone
Communication takes all forms including written, verbal and non-verbal. Non-verbal communication is probably even more important than what is communicated verbally. Learn to read body language since those signals sometimes override what is being spoken.