Negotiations Techniquesg q(or things we learned the hard way at the bargaining table)

Kelley Baker and Karen HaaseHarding & Shultz

(402) 434-3000( )kbaker@hslegalfirm.comkhaase@hslegalfirm.comkhaase@hslegalfirm.com

Tactics and Techniques

Ask for More Than You Expect To Get

P You might get itP It gives you roomP It gives you roomP You can make bigger concessionsP It increases the perceived value of your offeryour offerP It helps to avoid deadlocks

Teacher Morale

The FlinchP React with shock and surprise toP React with shock and surprise to the other side=s proposals

Nothing for NothingNothing for NothingP Don=t give anything away!!P Don=t give anything away!!P AIf we do that for you what willy

you do for us?@Y i ht t< You might get somethingg

< It elevates the value of yourvalue of yourconcession

The Call Girl PrinciplepP Get a Reciprocal Concession Right p gAway

Feel, Felt, Found, ,P AI know exactly how you feel@ I know exactly how you feelP AI=ve felt that way myself@AI= f d th t @P AI=ve found that . . . @

Negotiate the Packageg g

NibblinggP How to nibble How to nibbleP How to respond:AW = l d d< AWe=ve concludednegotiations@g

< Address all the details< Make them feel cheap< Make them feel cheap,

in a good- natured way< Make them feel that they won.

Appeals to Higher Authority pp g y

Appeals to Higher Authority P Retain your ability to appeal to higher y y pp gauthority

Counter Gambit:P Counter Gambit:< Appeal to their egos< Get their commitment to sell the deal

The ViseP You'll have to do better than thatP You ll have to do better than that.P Counter Gambit:< Exactly how much

better do I have to do?better do I have to do?

Let Things Take Timeg

What if You Just Can=t Settle?

Consider an Outside Negotiator

Negotiations Techniquesg q(or things we learned the hard way at the bargaining table)

Kelley Baker and Karen HaaseHarding & Shultz

(402) 434-3000( )kbaker@hslegalfirm.comkhaase@hslegalfirm.comkhaase@hslegalfirm.com