Most lawyers and expert professionals value negotiating skills and use these effectively on behalf of their clients.
But, negotiating to secure more business for themselves doesn't always get the same attention.
Here's a quick checklist to help you negotiate more effectively for business for you and your firm on attractive terms.
- Understand the needs of both parties: you and your prospective client.
- Work out the common ground - this will help you to collaboratively solve problems.
- Listen intently.
- Communicate your interest and concern.
- Consider the range of acceptable options for the other party.
- Be clear about the key elements of your offer.
- Frame your offer in terms that will resonate with your client.
- Think about the likely points of difference between the parties along the way.
- Don't ignore issues which are likely to create conflicts and differences of view.
- Engage conflicts constructively by collaborating, compromising, or accommodating - definitely not avoiding or competing.
- Show that you are flexible and creative rather than adversarial.
- Negotiate against the background that you are probably looking to establish a long-term relationship, or to maintain an ongoing one. Don't lose the plot !
By handling negotiations for work for you and your firm as skillfully as you would negotiate on behalf of clients, you'll achieve better outcomes and greater success.
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