Public Interest
Feb. 24, 2001
Shake Hands, Not Fists, to Win the Prize
The great majority of attorneys come to the negotiation table without solid negotiation training or experience. As a result, successful negotiation outcomes are more matters of chance and unconscious competence than skill. These winners, however, cannot repeat their behavior because they don't know what they did right. By learning and practicing the rules and the psychology of negotiation, lawyers can increase their chance of winning future negotiations.
The great majority of attorneys come to the negotiation table without solid negotiation training or experience. As a result, successful negotiation outcomes are more matters of chance and unconscious competence than skill. These winners, however, cannot repeat their behavior because they don't know wh...
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