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NEGOTIATIONS Strategy and tactics for the real world
Ted Maduri and Andrew Lord, Davis LLP
AGENDA
• Negotiation theory • Negotiation strategy
• tips • practical examples
• Negotiation tactics • tips • practical examples
• Top Tips (to print out and put beside your bed)
NEGOTIATION THEORY
Fundamentals
NEGOTIATION STRATEGY
“That’s the difference between you and me: you want to lose small, I
want to win big.”
“The game is out there. You either play or get played.”
Doing your homework
Preparing your team
Developing other opCons
NEGOTIATION TACTICS
CreaCng deal tension
Using Cme to your advantage
Being the aggressor
Chipping away
Bundling issues
Appealing to higher authoriCes
Dividing and conquering
Breaking deadlocks
Pressing the big red buIon
Top Fourteen Tips Strategy 1. Determine your goals
(e.g., short vs long term) 2. Know the rules of the
game 3. Do your homework 4. Prepare your team 5. Make sure you have a
Plan B
Tactics 6. Creating tension 7. Using time to your advantage 8. Being the aggressor 9. Chipping away 10. Bundling issues 11. Appealing to higher
authorities 12. Dividing and conquering 13. Breaking deadlocks 14. Pressing the big red button
THANK YOU! Ted Maduri
Partner, Toronto 416.941.5412
Follow us @DavisLLP @tedmaduri
This presentation is intended to provide general comments on developments in the law. It is not intended to be a comprehensive review nor is it intended to provide legal advice. You should not act on information in the presentation without first seeking specific advice on a particular matter.
Andrew Lord Partner, Toronto
416.369.5264 [email protected]
Attribution
• “That’s the difference…” and image, Suits • “The game is out there…”, The Wire • “Getting To Yes” image: cover of Getting to Yes: How To Negotiate
Agreement Without Giving In (Fischer, Ury and Patton) • Other images obtained under creative commons licenses from
https://unsplash.com/, http://www.lifeofpix.com/, http://deathtothestockphoto.com/, https://stocksnap.io/, http://www.freestockphotos.biz/ , http://commons.wikipedia.org/ (user:Yarl)
