《Q Hey Steve, you lawyers seem to be really good negotiators》由会员分享，可在线阅读，更多相关《Q Hey Steve, you lawyers seem to be really good negotiators（2页珍藏版）》请在金锄头文库上搜索。
1、Q: Hey Steve, you lawyers seem to be really good negotiators. Do they teach you this at law school? If so, what do they say, or if not, where do you guys pick it up? This seems to be a skill that I would like to have.JosephA: You are right, negotiating is both something that lawyers tend to be good
2、at, and is also something that can help almost any small business person be more effective. Where do we learn it? A variety of places: Many law schools today stress practical skills. For instance, I was part of a mock negotiation team that competed in local and regional events. At the firm, skills a
3、re further sharpened in a variety of ways: Informal mentoring, group sessions, and of course, actual combat with opposing counsel. Finally, sharpening negotiation skills is always a popular Continuing Legal Education course.Yet, while lawyers tend to become skilled negotiators, it is equally accurat
4、e to say that negotiating is not something that comes easily to most people. So I would like to therefore offer you a crash course in How To Negotiate Like a Lawyer:Know that its a game: The less seriously you take it, the more you know its a game, the more effective you will be.The point is not to
5、talk someone into something: Great negotiators know what they want, but they also help the other side get what it needs, knowing that that is in fact how they can get what they want. Get it?Its not a zero-sum game: Too many novices go into a negotiation thinking its all or nothing, win or lose, you
6、or me. But its not. Lawyers know that both sides must win some key points if the deal is to last. Even if you are in the power position, if you make the deal too one-sided, the other side will almost assuredly breach because performing will likely be too onerous. This is not to say that lawyers dont
7、 try and get the best deal possible, of course they do. It is just that they also recognize that a negotiation is a two way street.Try to avoid making the first offer: If you are negotiating with a new vendor and you tell her that you cant pay more than $3 per widget, then guess what? You will be pa
8、ying $3 per widget, because your first offer relayed that that was an acceptable price. Too bad she was willing to go $2.50.Know when to shut up: Stop talking and listen. When the other side is speaking, you can glean valuable information. You may catch a faux pas, or a piece of valuable information
9、 you did not know, or even an option you wouldnt have known was available if you had kept talking. Similarly, silence is a very powerful tool when given an offer you dont like. The ensuing uncomfortable silence will usually be broken by the other side back-peddling.Be creative: Lawyers know there ar
10、e many ways to get the same result. Maybe you cant give your manager that raise she wants, but you could give her a few afternoons off a month. She feels like she got something but really, you didnt give up much.Dont fall in love: When it becomes clear that you have to have something you are negotia
11、ting for (whether it be a price, issue, or thing) youve tipped your hand and your opponent will use it against you. If the car salesman knows you “just Love that blue Beemer,” watch out!Of course, the corollary rule isBe willing to walk: This may be the most powerful tool of them all. The willingnes
12、s to leave the table is like a negotiation bomb, and that is when you will likely get your best offer. Try it the next time you go car shopping.Todays Tip: A few other books you may want to check out are: Getting to Yes: Negotiating Agreement Without Giving In, by Roger Fisher Trump-Style Negotiation: Powerful Strategies and Tactics for Mastering Every Deal, by George H. Ross You Can Negotiate Anything, by Herb Cohen Negotiate Like the Pros, by John Patrick Dolan
