Have a Negotiating Plan

Your case valuation analysis tells you only the extent of the monetary and other concessions your client is prepared to make. You also need a plan for how you will parcel out those concessions at the negotiating table. The plan should provide for tapered concessions – your largest move first with each move thereafter smaller than your last move – pointing toward your client’s settlement target. Show the other side a consistent path to your bottom line position.  Without a negotiating plan it is easy to fall into bargaining reactively and emotionally, which is usually less effective.

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Download Chapter By Francis L. Carter

Bankruptcy Mediation is a treatise published by the American Bankruptcy Institute